Professional Documents
Culture Documents
CHAPTER NINE
Ethics In Negotiation
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Four Approaches
to Ethical Reasoning
End-result ethics
The rightness of an action is determined by
evaluating its consequences
Duty ethics
The rightness of an action is determined by ones
obligation to adhere to consistent principles, laws
and social standards that define what is right and
wrong
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Four Approaches
to Ethical Reasoning
Social contract ethics
The rightness of an action is based on the customs
and norms of a particular society or community
Personalistic ethics
The rightness of the action is based on ones own
conscience and moral standards
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The Consequences of
Unethical Conduct
A negotiator who employs an unethical tactic will
experience positive or negative consequences. The
consequences are based on:
Effectiveness whether the tactic is effective
Reactions of others how the other person, constituencies, and
audiences evaluate the tactic
Reactions of self how the negotiator evaluates the tactic,
feels about using the tactic
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Rationalizations for
Unethical Conduct
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Rationalizations for
Unethical Conduct
They were going to do it anyway, so I will do it
first
He started it
The tactic is fair or appropriate to the situation
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Professional orientation
People in different professions differ on judgments of
perceived appropriateness
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Past experience
Role of incentives
Relationship between the negotiator and the other party
Relative power between the negotiators
Mode of communication
Acting as an agent versus representing your own views
Group and organizational norms and pressures
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