Professional Documents
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Chapter Nine Ethics in Negotiation
Chapter Nine Ethics in Negotiation
Chapter Nine Ethics in Negotiation
CHAPTER NINE
Ethics In Negotiation
Four Approaches
to Ethical Reasoning
End-result ethics
The rightness of an action is determined by
evaluating its consequences
Duty ethics
The rightness of an action is determined by ones
obligation to adhere to consistent principles, laws
and social standards that define what is right and
wrong
Four Approaches
to Ethical Reasoning
Social contract ethics
The rightness of an action is based on the customs
and norms of a particular society or community
Personalistic ethics
The rightness of the action is based on ones own
conscience and moral standards
The Consequences of
Unethical Conduct
A negotiator who employs an unethical tactic will
experience positive or negative consequences. The
consequences are based on:
Effectiveness whether the tactic is effective
Reactions of others how the other person, constituencies, and
audiences evaluate the tactic
Reactions of self how the negotiator evaluates the tactic,
feels about using the tactic
Rationalizations for
Unethical Conduct
The tactic was unavoidable
The tactic was harmless
The tactic will help to avoid negative consequences
The tactic will produce good consequences, or the
tactic is altruistically motivated
They had it coming, or They deserve it, or Im
just getting my due
Rationalizations for
Unethical Conduct
They were going to do it anyway, so I will do it
first
He started it
The tactic is fair or appropriate to the situation