Chapter 5: Ethical Considerations

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External locus of control – view outside factors as the predominant cause of negative outcomes in your life...

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Nội dung Text: Chapter 5: Ethical Considerations

Chapter 5 Ethical Considerations
Outline Ethics Defined  Ethical Negotiation  Negotiation Tactics  Ethics and Emotion  Responding to Unethical Negotiators 
Ethics  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 your 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
Negotiation Tactics Distributive Integrative Negotiations Negotiations (Desire to Win) (Achieve Mutual Gain) Borderline Tactics •Exaggerating demands •Misrepresenting information • Pretend not to be in a hurry •Bluffing • Ask for more than you expect •Influencing an opponent’s • Hiding the bottom line professional network •Encouraging others to defect to your side
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, disrespectful, 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 selfserving 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 nonverbals (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 • Enable him/her to save face • Correct unethical approach without disgrace  Always take the high road