Ethics in Negotiation-1

7/22/2019 Ethics in Negotiation-1

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Akhilesh Kumar

Bibek ku.Sharma

Dukhishyam SabutSangeeta Pareek

Lagna Praharaj


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What Do We Mean by Ethics and

Why Do They Matter in Negotiation?Ethics:

Are broadly applied social standards for what is right

or wrong in a particular situation, or a process forsetting those standards

Grow out of particular philosophies which

Define the nature of the world in which we live

Prescribe rules for living together


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Resolving Moral Problems


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Four Approaches

to Ethical Reasoning End-result ethics

The rightness of an action is determined by

evaluating its consequences

Duty ethics

The rightness of an action is determined by ones

obligation to adhere to consistent principles, lawsand social standards that define what is right and

wrong


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Four Approaches

to Ethical Reasoning Social contract ethics

The rightness of an action is based on the customs

and norms of a particular society or community

Personalistic ethics

The rightness of the action is based on ones own

conscience and moral standards


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Questions of Ethical Conduct

that Arise in Negotiation Using ethically ambiguous tactics: Its

(mostly) all about the truth

Identifying ethically ambiguous tactics and

attitudes toward their use

What ethically ambiguous tactics are there?

Does tolerance for ethically ambiguous tactics lead

to their actual use?

Is it okay to use ethically ambiguous tactics?


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Questions of Ethical Conduct

that Arise in Negotiation Deception by omission versus commission

Omissionfailing to disclose information that would

benefit the other Commissionactually lying about the common-value issue

The decision to use ethically ambiguous tactics: A

model


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Categories of Marginally Ethical

Negotiating Tactics


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Why Use Deceptive Tactics?

Motives and Consequences The power motive

The purpose of using ethically ambiguous negotiating

tactics is to increase the negotiators power in thebargaining environment

Other motives to behave unethically

Negotiators are more likely to see ethically ambiguous

tactics as appropriate if they anticipate that the othersexpected motivation would be more competitive


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Model of Ethical Decision Making


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The Consequences of

Unethical ConductA negotiator who employs an unethical tactic will

experience positive or negative consequences. The

consequences are based on: Effectivenesswhether the tactic is effective

Reactions of othershow the other person, constituencies, and

audiences evaluate the tactic

Reactions of selfhow the negotiator evaluates the tactic,feels about using the tactic


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Explanations and Justifications

The primary purpose of explanations andjustifications is:

To rationalize, explain, or excuse thebehavior

To verbalize some good, legitimate

reason why this tactic was necessary


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Rationalizations for

Unethical Conduct The tactic was unavoidable

The tactic was harmless

The tactic will help to avoid negative consequences

The tactic will produce good consequences, or the

tactic is altruistically motivated

They had it coming, or They deserve it, or Imjust getting my due


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Rationalizations for

Unethical Conduct They were going to do it anyway, so I will do it

first

He started it

The tactic is fair or appropriate to the situation


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A More Complex Model of Ethical

Decision Making


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What Factors Shape a Negotiators

Predisposition to Use Unethical Tactics? Demographic factors

Sex

Women tend to make more ethically rigorous judgments thanmen

Age and experience

Both men and women behave more ethically as they age

Individuals with more general work experience, and withdirect work experience, are less likely to use unethical

negotiating tactics


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Predisposition to Use Unethical Tactics? Demographic factors (cont.)

Nationality and culture

Significant differences are found across differentnationalities and cultural backgrounds

Professional orientation

People in different professions differ on judgments of

perceived appropriateness


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Predisposition to Use Unethical Tactics? Personality differences

Competitiveness versus cooperativeness

Machiavellianism

Some individuals are more willing and able con

artists

Are more likely to lie when they need to

Better able to lie without feeling anxious about it

More persuasive and effective in their lies


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What Factors Shape a NegotiatorsPredisposition to Use Unethical Tactics?

Personality differences (cont.)

Locus of control

The degree to which individuals believe that theoutcomes they obtain are largely a result of theirown ability and effort (internal control) versusfate or chance (external control)

Individuals who are high in internal control aremore likely to do what they think is right


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Predisposition to Use Unethical Tactics?

Moral development and personal values

Preconventional level (Stages 1 and 2)

Individual is concerned with concrete outcomesthat meet his or her own immediate needs,

particularly external rewards and punishments

Conventional level (Stages 3 and 4)

Individual defines what is right on the basis ofwhat immediate social situation and peer groupendorses or what society in general seems to want


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Predisposition to Use Unethical Tactics? Moral development and personal values (cont.)

Principled level (Stages 5 and 6)

Individual defines what is right on the basis of somebroader set of universal values and principles

The higher the stage people achieve:

More complex their moral reasoning should be

More ethical their decisions should be


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Predisposition to Use Unethical Tactics? Contextual influences on unethical conduct

Past experience

Role of incentives Relationship between the negotiator and the other party

Relative power between the negotiators

Mode of communication

Acting as an agent versus representing your own views

Group and organizational norms and pressures


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How Can Negotiators Deal With the

Other Partys Use of Deception? Ask probing questions

Force the other party to lie or back off

Call the tactic

Discuss what you see and offer to help theother party change to more honest behaviors

Respond in kind Ignore the tactic


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Documents

Ethics in Negotiation-1