Ethics in Negotiation: Group Presentation for STRM060, UON, 2018

This presentation provides a comprehensive overview of ethics in negotiation, emphasizing the importance of ethical behavior in achieving successful outcomes. It defines ethics and negotiation, highlighting the significance of trust, relationships, fairness, honesty, and openness. The presentation also addresses unethical behaviors and contrasts them with good negotiation ethics, such as honesty, transparency, and respect. Factors affecting negotiation ethics, including past experiences, incentives, and cultural norms, are examined, along with strategies for promoting trust, such as building mutual benevolence and demonstrating trustworthiness. Furthermore, the presentation explores motivations for unethical conduct and factors influencing a negotiator's ethical behavior, including demographic factors, personality differences, and moral development. Four approaches to ethical reasoning—end-result ethics, duty ethics, social contract ethics, and personality ethics—are discussed, as well as the consequences of unethical conduct, such as declining trust and negative impacts on relationships and organizational reputation. Finally, the presentation offers strategies for dealing with deception in negotiation and concludes that being an ethical negotiator requires honesty and trustworthiness to achieve the best outcomes.

Ethics in negotiation
Scholar Id:

Introduction
• Ethics in negotiation could lead an individual to conduct
appropriate behavior (Gratch, et al., 2016).
• This presentation discusses ethics in the negotiation.
• It also discusses the significance of the of negotiation in the ethics.
• This presentation presents the unethical behavior and good
negotiation ethics.
• It also discusses many important concepts like factors affecting
negotiation ethics, strategies for promoting trust, approaches to
ethical reasoning, and consequences of
unethical conduct.

Definition: Ethics and
negotiation
• Ethics
• Ethics could be determined as the philosophy, which
deals with wrong and right of human matters.
• Negotiation
• Negotiation is the technique in which individual
settle the difference. It is the procedure wherein
people avoid to argument and clash.
• Ethics in negotiation
• Ethics in negotiation is a method that enables an
individual to settle difference and conduct ethics
behavior with others (Gratch, et al., 2016).

The I m p or t a nce O f Neg o t i at i on Et hi c s
• Trust
• Relationship
• Fair
• Honest
• Openness (Menkel-Meadow, and Schneider, 2014).

Unethical behavior
• Negotiation with stranger
• Unethical negotiation could be created by women.
• Religious services could also create unethical
behavior.
• Older person create unethical behavior (Iroham,et
al., 2017).

Good negotiation ethics
• Honesty
• Transparency
• Respect for others (Yadav, et al., 2016).
• Pragmatic approaches

Factors Affecting Negotiation
Ethics
• Past experiences of negotiator
• Incentives
• Relation with third party (Bennett, 2016).
• Power between negotiators and third party

Cont…
• Mode of communication
• Whether or not the negotiator is acting as an agent
• Group and the organizational norms
• Cultural norms (Fleck, et al., 2016).

Strategies for Promoting Trust
• Build mutual benevolence
• Create opportunities for displaying trust
• Demonstrate trustworthiness
• Place the negotiation in a longer term context (Ebner,
2016).

WHAT MOTIVATES UNETHICAL CONDUCT
• Profit
• Competition
• Justice (Chan and 2016).

Factors That Affect A Negotiator To
Behave Unethically
• Demographic Factors
• Personality Differences (Schuessler, 2018).
• Moral Development:
• Pre-Conventional Level:
• Conventional Level:
• Post-Conventional Level:

Four Approaches
to Ethical Reasoning
• End-result ethics
• The appropriateness of a deed that is assessed by
estimating its consequences (Gross, et al., 2017).
• Duty Ethics
• The appropriateness of a deed that is evaluating by
obligation of an individual to adhere to reliable laws, social
standards and consistent principles that illustrates what is
wrong or right

Cont…
• Social contract ethics
• Appropriateness of a deed that is relied on the customs
and norms of a specific community or society (Schuessler,
2018).
• Personality ethics
• The appropriateness of a deed that is relied on one’s own
integrity and moral standards

The Consequences of
Unethical Conduct
• The following factors demonstrates
consequences of the unethical behaviors:
• Decline the trust
• Negative impact on making relationship with
others
• Lead to drop shares prices of organization
(Rankin, 2016).

How Can Negotiators Deal With the
Other Party’s Use of Deception?
• Request probing questions
• Force the other party to untruth or back off
• “Call” the tactic
• Evaluate what an individual demonstrates and
provides support to another party in order to
conduct more honesty behavior
• Respond in kind
• Ignore the tactic (Ho and Lin, 2017).

Conclusion
• It can be concluded that being an ethical negotiator is not
informal.
• It can be evaluated that an individual requires being honest
and trusting to obtain the best outcome (Gross, et al., 2017).
• It can be also summarized that there are different strategies
to promote trust such as Build mutual benevolence, Create
opportunities for displaying trust, Demonstrate
trustworthiness and Place the negotiation in a longer-term
context.
• It can be also recommended that there are four approaches
to ethical reasoning such as End-result ethics, Duty ethics,
Social contract ethics, and Personality ethics (Gross, et al.,
2017).

References
•
• Bennett, J., 2016. The enchantment of modern life: Attachments, crossings, and
ethics. USA: Princeton University Press.
• Chan, S.H. and Ng, T.S., 2016. Ethical negotiation values of Chinese negotiators.
Journal of Business Research, 69(2), pp.823-830.
• Ebner, N., 2016. Negotiation and Conflict Resolution Education in the Age of the
MOOC. Negotiation Journal, 32(3), pp. 231-260.
• Fleck, D., Volkema, R.J. and Pereira, S., 2016. Dancing on the slippery slope: The
effects of appropriate versus inappropriate competitive tactics on negotiation
process and outcome. Group Decision and Negotiation, 25(5), pp.873-899.
• Fleck, D., Volkema, R.J. and Pereira, S., 2016. Dancing on the slippery slope: The
effects of appropriate versus inappropriate competitive tactics on negotiation
process and outcome. Group Decision and Negotiation, 25(5), pp.873-899.
• Gratch, J., Nazari, Z. and Johnson, E., 2016, May. The Misrepresentation Game:
How to win at negotiation while seeming like a nice guy. In Proceedings of the
2016 International Conference on Autonomous Agents & Multiagent Systems (pp.
728-737). International Foundation for Autonomous Agents and Multiagent
Systems.

Cont…
• Gross, M.A., Adair, W.L. and Neuman, E.J., 2017. Emotion and Deception, Jewish–Arab Community Peace
Building, Restorative Justice and Communication, and Anger and Attribution: An Introduction to the
Special Issue on Conceptual Reviews. Negotiation and Conflict Management Research, 10(3), pp.155-157.
• Ho, Y.H. and Lin, C.Y., 2017. THE ROLE OF MINDFULNESS IN UNETHICAL PURCHASING NEGOTIATION.
Research Journal of Business and Management, 4(3), pp.427-433.
• Iroham, C.O., Okagbue, H.I., Ogunkoya, O.A. and Owolabi, J.D., 2017. Survey data on factors affecting
negotiation of professional fees between Estate Valuers and their clients when the mortgage is financed
by bank loan: A case study of mortgage. valuations in Ikeja, Lagos State, Nigeria. Elsevier, 12, pp.447-
452.
• Menkel-Meadow, C.J. and Schneider, A.K., 2014. Negotiation: Processes for Problem Solving. USA: Wolters
Kluwer Law & Business.
• Nixon, C.J., 2016, January. Negotiation Ethics Among College Students: An International Perspective. In
International Conference on Accounting and Finance (AT). Proceedings (p. 127). USA: Global Science and
Technology Forum.
• Parker, C. and Evans, A., 2018. Inside lawyers' ethics. USA: Cambridge University Press.
• Rankin, M.J., 2016. Legal ethics in the negotiation environment: A synopsis. Flinders LJ, 18, p.77.
• Rohr, J., 2017. Ethics for bureaucrats: An essay on law and values. UK: Routledge.
• Schuessler, R., 2018. Justice in Negotiations and Conflict Resolution. In Alternative Approaches in Conflict
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Psychosocial Research, 11(1), p.43.
• Yang, Y., De Cremer, D. and Wang, C., 2017. How Ethically Would Americans and Chinese Negotiate? The
Effect of Intra-cultural Versus Inter-cultural Negotiations. Journal of Business Ethics, 145(3), pp.659-670.