Ethics in Negotiation - N8

Summary

In this chapter, we approached the study of ethically ambiguous tactics from a decision-making framework. We have discussed hoe ethical question are inherent in the process of negotiation, We proposed that a negotiator’s decision to use ethically ambiguous tactics typically grows out of desire increase one’s negotiating power by manipulating the landscape of information in negotiation.

We addressed how negotiators can respond to another party that maybe using tactics of deception subterfuges. This chapter also focused on the intentions and motives to use deceptive tactics. Different types of deception can serve different purpose in negotiation. The motivation can affect the tendency to use deceptive tactics. The consequences of unethical conduct are based on whether the tactic is effective; how the other person evaluates the tactic; and how the negotiator evaluates the tactic.