chapter7: Ethics in Negotiation

Ethics are broadly applied social standards for what is right or wrong in a particular situation, or a process for setting those standards. They differ from morals, which are individual and personal belief about what is right and wrong. We want to be clear that it is not our intention ti advocate a specific ethical position for all negotiators or for the conduct of all negotiations. There are four standards for evaluating strategies and tactics in business and negotiation:
1.end-result ethics
2.rule ethics
3.social contract ethics
4.personalistic ethics
most of the ethics issues in negotiation are concerned with standards of truth telling such as how honest, candid,and disclosing a negotiator should be. Negotiating behavior has been strongly normative about ethics and has prescribed "shoulds" and "should nots".
We proposed that negotiators who choose to use an unethical tactic 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 their objectives in order that negotiators can use tactics typically lead to diminished effectiveness in the long run.