Ethical Considerations Outline

Ethical Considerations Outline

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Chapter 5

Ethical Considerations

Ethics Defined

Ethical Negotiation Negotiation Tactics

Ethics and Emotion Responding to Unethical Negotiators

Behaving in moral ways Most societies have guidelines for behavior What one society views as unethical may be

considered acceptable in another society

Ethics is evolving rather than a set of standards that must never change

Develop code of ethics

Societal Ethics

“Ethics refers to our beliefs about what

comprises a happy life, what makes for a worthwhile society; ethics also includes our

beliefs about what behavior contributes to or frustrates the achievement of a worthwhile

society Finally, ethics wonders about what features of character are worth cultivating.”

Delores Dooley - Philosophyer

Ethical Negotiation

= Importance of context

= Locus of control

¢ Internal locus of control — see yourself as a causal agent of what happens to you

¢ External locus of control — view outside factors as the

predominant cause of negative outcomes in yout life

¢ Those with internal locus of control are less likely to make excuses for their actions if found to be engaged in

questionable tactics

=" Right to defend or protect self from unethical

opponents

Distributive Integrative

Negotiations Negotiations

(Desire to Win) (Achieve Mutual

Gain)

Tactics to Avoid

= Bluffing

" Falsification

= Misrepresentation

=" Deception

= Selective disclosure

Recommended Tactics

= Rely on persuasion rather than

manipulation and coercion

= Identify tactics to avoid (e.g anything

dishonest, disrespecttul, irresponsible,

manipulative)

" Agree to common guidelines (e.g treat

others with respect, avoid misrepresentations)

Ethics and Emotion

=" Persuasion based on reason alone may

be more ethical

=" Reasoning alone may be insufficient to

convince or persuade others

=" Use of emotion in persuasion may be

unethical if the negotiators intent Is

self-serving and may harm the other

party

Responding to Unethical Negotiators

= Be alert to the possibility of unethical

behavior and prepared to effectively respond

" Strategies

Directly confront the negotiator Indirectly confront the negotiator Respond with humor

Silence and appropriate non-verbals (e.g

skepticism, raised eyebrows) Declarative statements (e.g come on now, get real!)

Responses continued

=" Recognize straying from “best

practices” is natural human behavior

" Give your counterpart the benefit of the

doubt

e Enable him/her to save face

¢ Correct unethical approach without disgrace

" Always take the high road