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Ethics in Negotiation

2. Role of Ethics. Ethics and conduct are crucial parts of your identity This will translate into how you behave in negotiationsThe higher your ethical standards, the higher the cost you must be willing to pay in a negotiation so they are upheld. Ethics and conduct are crucial parts of your identity. This will translate into how you behave in negotiations.The higher your ethical standards, the higher the cost you must be willing to pay in a negotiation so they are upheld..

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Ethics in Negotiation

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    1. Ethics in Negotiation American Society for Training & Development

    2. 2 Role of Ethics Ethics and conduct are crucial parts of your identity This will translate into how you behave in negotiations The higher your ethical standards, the higher the cost you must be willing to pay in a negotiation so they are upheld

    3. 3 Role of Ethics The lower your ethical standards, the greater the cost to your reputation. The lower the ethical standards of your counterpart, the more energy you’ll need to spend to fight for your interests. Personal integrity is a key trait of a skilled negotiator.

    4. 4 Legal Issues Basic principles of fairness and prudence exist in bargaining conduct. Typically, negotiators act in “good faith” to produce the best deal for all. Laws around fraud focus on knowingly misrepresenting important facts on which the other side relies, which causes damage.

    5. 5 Approaches to Bargaining Ethics Poker Approach: Negotiation is a game with rules defined by law; conduct within the rules is ethical, but conduct outside the rules is not; deception is essential. Idealist Approach: The same ethics that apply at home should apply in negotiations; people must be held responsible and do the right thing.

    6. 6 Approaches to Bargaining Ethics Pragmatist Approach: Deception in bargaining may be necessary at times, but a practical solution is best; questionable tactics are wrong if they cost the negotiator more in the long run. Which approach do you identify with most? Why?

    7. 7 Unethical Negotiators When the competition is tough, the risk of unethical behavior rises. Those with more power may abuse it by behaving unethically. When the stakes matter, and not the relationship between the parties, unethical behavior may result.

    8. 8 Guarding Against the Unethical Research the other party’s background by checking sources and talking with others. Network to seek recommendations and referrals; ongoing relationships raise ethical standards.

    9. 9 Guarding Against the Unethical Insist on fairness and integrity. Keep your perspective and emotions in check. Maintain your high ethical standards by refusing to engage in unethical behavior.

    10. 10 Points to Remember Ethical issues are at the core of many bargaining situations; credibility is at stake. The best negotiators take their personal integrity very seriously. Strong personal values translate into better bargaining.

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