1. Ethics in Negotiation Day 11

2. Ethics Ethics: broadly applied social standards for what is right or wrong in a particular situation. Ethical Dilemma: exists when possible actions put the potential economic benefits of doing a deal in conflict with one’s social obligation to other parties Sorting out Ethics: Ethical Prudent Practical Legal

3. Ethically Ambiguous Tactics CategoryExample Traditional Competitive Bargaining Not disclosing your walkaway; making an inflated opening offer Emotional Manipulation Faking anger, fear, disappointment; faking elation, satisfaction MisrepresentationDistorting information or negotiation events in describing them to others Misrepresentation to opponent’s networks Corrupting your opponent’s reputation with his or her peers Inappropriate information gathering Bribery, infiltration, spying, etc. BluffingInsincere threats or promises

4. Why Use Deceptive Tactics The Power Motive Other’s Motives Consequences Effectiveness Reactions of Others Reactions of Self

5. Explanations and Justifications Tactic was unavoidable Tactic was harmless Will help avoid negative consequences Will produce good consequences They had it coming Beat them to it Reciprocated Fair or appropriate to the situation

6. Contextual Influences on Unethical Conduct Past Experience Role of Incentives Characteristics of the Other Party Relationship with the Other Party Relative Power Mode of Communication Acting as Agent vs. Representing Self Group/Org. Norms

7. How to Deal with Deception 1.Ask Probing Questions 2.Phrase Questions Differently 3.Force the Other Party to Lie or Back Off 4.Test the Other Party

8. How to Deal with Deception 5.“Call” the Tactic 6.Ignore the Tactic 7.Discuss What You See 8.Respond in Kind