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Ethical CHALLENGES

Ethical CHALLENGES. Unethical behavior. Conduct that causes harm to another Conduct that violates social standards of right and wrong Conduct arising from a conflict of interest or, potentially, even the appearance of a conflict of interest. QUESTIONABLE ETHICAL Negotiating TACTICS.

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Ethical CHALLENGES

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  1. Ethical CHALLENGES

  2. Unethical behavior • Conduct that causes harm to another • Conduct that violates social standards of right and wrong • Conduct arising from a conflict of interest or, potentially, even the appearance of a conflict of interest

  3. QUESTIONABLE ETHICAL Negotiating TACTICS • Lying: a knowing misrepresentation • Omission of material information • Manipulating the other party’s network • Reneging or retracting • Emotional manipulation • Inappropriate information gathering

  4. Conditions ripe for unethical conduct • Responding to unethical conduct by others • One-time negotiation • Not getting caught • Situation is “life or death” • Low power • Competitive pressure • Psychological Biases

  5. Identifying unethical tactics • Would public disclosure be embarrassing? • Would I be OK if the other party did this to me? • Would I advise others to do this? • Would a trusted, impartial third party accept the tactic as ethical?

  6. Costs of unethical behavior • Reciprocity • Failure to capture all possible joint gains • Failure of the negotiation, leaving gains on the table • Reputation

  7. Dealing with unethical tactics • Prepare well and improve your BATNA • Ask Probing Questions • Recognize the Tactic • Ignore the tactic • “Call” the tactic • Respond in kind • Discuss what you see and offer to help the other party change to more honest behaviors

  8. The goal of A Negotiation… …is not to reach an agreement. It’s to reach a good agreement.

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