What is ethics
broadly standards of what is right or wrong in situations
what is the purpose
define the nature of the world
prescribe rules of living togethere
Difference between righteous moralist and naive inmoralist
r: stick to home country ethics
n: it’s ok because everyone does it
what is kantian ethics
dignity of the person, don’t use a person to obtain a goal
4 standard to evaluate a strategy
End-result ethics
Duty ethics
Social contract ethics
Personalistic ethics
What’s an ethical dilemma
When a strategy is in conflict with one’s social or moral obligation
Name the technical ambiguous tactics
traditional competitive bargaining
Emotional manipulation
Misrepresentation
Misrepresentation on the opponent’s network
Inappropriate information gathering
why choose deceptive tactics
Power motive
3 consequences of unethical conduct
- effectiveness
- reaction to others
- reaction to self
3 factors that affect ethical/unethical negotiations
- background and demographic
- personality and levels of moral development
- Elements of social context that encourage/discourage unethical conduct
what is locus of control
degree of which the person believes the results are due to his efforts
Contextual influences on unethical conduct
- past experiences
- role of incentives
- characteristics of the other party
- relationship
- relative power
- types of negotiation
- mode of communication
- acting as an agent
- groups and organizational norm
Name and explain 5 tactics for detecting deception
- Silence: make the other party uncomfortable to make them talk
- direct approach: “just tell me the truth”
- concern: true concern of well being
- Intimidation: force them to admit by intimidation
- bluffing: lie about you manage to uncover the lie
Omission & Commission
o: keep information for yourself
c: lying
How can you react to deception/lies
- asking probing question
- phrase questions in different ways
- force the other to back off
- text the other party
- call the tactic
- ignore the tactic
- offer to shift to honest behavior
- respond in kind
what is deception
Misrepresent the value of an issue to the party
