External locus of control – view outside factors as the predominant cause of negative outcomes in your life. | Chapter 5 Ethical Considerations Outline Ethics Defined Ethical Negotiation Negotiation Tactics Ethics and Emotion Responding to Unethical Negotiators Ethics Behaving in moral ways Most societies have guidelines for behavior What one society views as unethical may be considered acceptable in another society Ethics is evolving rather than a set of standards that must never change Develop code of ethics Societal Ethics “Ethics refers to our beliefs about what comprises a happy life, what makes for a worthwhile society; ethics also includes our beliefs about what behavior contributes to or frustrates the achievement of a worthwhile society. Finally, ethics wonders about what features of character are worth cultivating.” Delores Dooley - Philosophyer Ethical Negotiation Importance of context Locus of control Internal locus of control – see yourself as a causal agent of what happens to you External locus of control – view outside factors as the predominant cause of negative outcomes in your life Those with internal locus of control are less likely to make excuses for their actions if found to be engaged in questionable tactics Right to defend or protect self from unethical opponents Negotiation Tactics Distributive Negotiations (Desire to Win) Integrative Negotiations (Achieve Mutual Gain) Exaggerating demands Pretend not to be in a hurry Ask for more than you expect Hiding the bottom line Misrepresenting information Bluffing Influencing an opponent’s professional network Encouraging others to defect to your side Borderline Tactics Tactics to Avoid Bluffing Falsification Misrepresentation Deception Selective disclosure Recommended Tactics Rely on persuasion rather than manipulation and coercion Identify tactics to avoid (. anything dishonest, disrespectful, irresponsible, manipulative) Agree to common guidelines (. treat others with respect, avoid misrepresentations) Ethics and Emotion Persuasion based on reason alone may be more ethical Reasoning alone may be insufficient to convince or persuade others Use of emotion in persuasion may be unethical if the negotiators intent is self-serving and may harm the other party Responding to Unethical Negotiators Be alert to the possibility of unethical behavior and prepared to effectively respond Strategies Directly confront the negotiator Indirectly confront the negotiator Respond with humor Silence and appropriate non-verbals (. skepticism, raised eyebrows) Declarative statements (. come on now, get real!) Responses continued Recognize straying from “best practices” is natural human behavior Give your counterpart the benefit of the doubt Enable him/her to save face Correct unethical approach without disgrace Always take the high road | Chapter 5 Ethical Considerations Outline Ethics Defined Ethical Negotiation Negotiation Tactics Ethics and Emotion Responding to Unethical Negotiators Ethics Behaving in moral ways Most societies have guidelines for behavior What one society views as unethical may be considered acceptable in another society Ethics is evolving rather than a set of standards that must never change Develop code of ethics Societal Ethics “Ethics refers to our beliefs about what comprises a happy life, what makes for a worthwhile society; ethics also includes our beliefs about what behavior contributes to or frustrates the achievement of a worthwhile society. Finally, ethics wonders about what features of character are worth cultivating.” Delores Dooley - Philosophyer Ethical Negotiation Importance of context Locus of control Internal locus of control – see yourself as a causal agent of what happens to you External locus of control – view outside factors as the predominant cause of negative outcomes in .
