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