Ethics in Negotiations

Ethics -Moral Compass

Definition: Ethics

What is ethics?

Branch of philosophy that deals with issues of right and wrong in human affairs.

Reputation

How do we judge the reputation/ethics of us/others as negotiators?

Questionable Strategies

• Lying
• Traditional Competitive Bargaining
• Bluffing
• Falsification (i.e. lies of commission)
• Deception (i.e. lies of omission)
  
  

FYI

• People who engage in negotiations with strangers are more likely to use unethical behavior.
• Men are more unethical in negotiations than women.
• People who attend religious services on a regular basis are considered more ethical during negotiations.
• In a study done with MBA students, engineers seemed most likely to engage in unethical behavior, while those in environmental science were least likely to engage in unethical behavior.
• The older a person is, the less likely that he/she will engage in unethical behavior.
• Is there ever a time that you would have to lie during a negotiation?

People lie when

• Lie for a lie
• One shot deal
• Won't get caught
• Life or death
  
  

Self-Perception & Lies

• People think they are behaving ethically.
• Illusion of Superiority
  • Similar to confirmation bias
• Illusion of Control
• Overconfidence
  
  

Tests of Ethics

• Front Page Test
• Reverse Golden Rule
• Role Modeling
• Getting Advice

Source: Saylor Academy, https://s3.amazonaws.com/saylordotorg-resources/wwwresources/site/wp-content/uploads/2013/02/BUS209-5.2.4-Mediation-and-Ethics-FINAL.ppt
This work is licensed under a Creative Commons Attribution-NonCommercial-ShareAlike 3.0 License.