Ethics Defined… Ethics Social standards for what is right/wrong Morals

1. Ethics Defined… • Ethics • Social standards for what is right/wrong • Morals • Individual beliefs for what is right/wrong • Prudent • Efficacy of tactic on outcome and relationship • Practical • What can happen • Legal

2. Types of Ethical Standards • End-result • Duty- bound • Social contract • Personal-istic

4. Ethics in Negotiation • Truth telling tactics • When to tell the truth, how much of the truth to tell? • Communication vs action • What is truth? • Based on social contract vs. personal conscience • How are deviations from truth decided • Examples of tactics • Bluffing, exaggeration, concealing/manipulating info • Negotiation involves depending on each other for information • Priorities, interests, preferences

5. Categories of Ethically Ambiguous Tactics Questionnaire

6. Misrepresenting Interests/Deception • On common value items where both parties seek the same outcome • Omission--fail to disclose info benefitting others • Commission – lying about common value issue • Later make concession • Omission > Comission

7. Tolerance for Ethically Ambiguous Tactics • Predicts intention to use • Predicts actual use • Frequency of use • Hiding bottom line > exaggerating opening offer> stalling for time, misrepresenting information > making empty promises • Hiding bottom line improved negotiator performance • All others did not predict performance

8. Why use deception • Power (leverage) of having information • View of negotiation as exchanging accurate & truthful information / facts / arguments – and whoever has the better argument etc wins • Deceptive tactics used when other side is uninformed and when stakes are high • Maximize own outcome (competitive) • Perceive other’s motive as being competitive • Cultural predisposition to focus on own outcome

9. Individual Differences • Demographic • Personality • Moral Development Stage Intentions & Motives to Use Deception Use of Deception • Context • Past Experience • Incentives • Relationship to Opponent • Relative Power b/w Negotiators • Mode of communication • Agent status • Group & Org Norms • Cultural Norms • Consequences • Effectiveness of Tactic • Self Evaluation • Feedback from Other Party, Constituency & Audience

10. How to detect deception? • Intimidate the other to tell the truth • Portray futility of deceptive tactic • Help other reduce discomfort for deceiving • Lie to suggest you have uncovered deception • Encourage other to share information • Minimize the importance of consequences of deception • Point out contradictions and ask for explanations • Alter information dramatically so that other can correct you

11. How to detect deception? (cont’d) • Try to get other to admit to a small lie and push for admitting to larger lie • Reveal dishonesty on your part • Point out behaviors that suggest other party is deceiving • Indicate concern for other party’s welfare • Appeal to other’s desire for a good reputation • Directly ask other to tell the truth • Remain silent to get other to talk…

12. How to deal with deception • Ask probing questions • Phrase questions in different ways • Force the other party to lie/back off • Test the other party • Call the tactic • Ignore the Tactic • Discuss what you see and offer to help the other party shift to more honest bheaviors • Respond in Kind