Negotiation 7. Ethics in Negotiation

Chapter 7. Ethics in Negotiation

Summary
In this chapter we explore the question of whether there are or should be accepted ethical standards for behavior in negotiations. The effective negotiator must recognize must recognize when the question are relevant and what factors must be considered to answer them. Much of what has been written on negotiating behavior has been strongly normative about ethics been has prescribed"shoulds" and "should nots: We do not belief that this approach facilitates the understanding of how negotiators actually decisions about when and where to use specifice tactis. To understand this process better, we approached the study of tactic Choice from a decision-making framework, examining the ethical overtones of these choices. We also briefly discussed the way in which negotiators can respond
To another party who may be using detective technique.
We began by considering several negotiation sasses, showing how ethical question can be critical to the selection of particular strategic and tactical options.
We proposed that negotiators who choose to use an unethical tactics usually decide to do so to increase their negotiating power; power is gained by manipulating the perceived base of accurate information in the negotiation, getting better information about the other party's plan or undermining the other party’s ability
To achieve his objectives.