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