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Ethics

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

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Ethics

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  1. Ethics Moral Compass

  2. Definition: Ethics • What is ethics? • Branch of philosophy that deals with issues of right and wrong in human affairs.

  3. Reputation • How do we judge the reputation/ethics of us/others as negotiators?

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

  5. 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.

  6. Is there ever a time that you would have to lie during a negotiation?

  7. People Lie When… • Lie for a lie • One shot deal • Won’t get caught • Life or death

  8. Self-Perception & Lies • People think they are behaving ethically. • Illusion of Superiority • Similar to confirmation bias • Illusion of Control • Overconfidence

  9. Tests of Ethics • Front Page Test • Reverse Golden Rule • Role Modeling • Getting Advice

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