Chapter 5: Ethics is negotiation

Chapter 5: Ethics is negotiation

1. 4 Approaches to ethical reasoning

   • End-results ethics: The rightness of action was determined by the consequences/outcome.
   • Duty ethics: The rightness of action was determined by law or regulation.
   • Social contract ethics: The rightness of action was determined by the community's behaviour.
   • Personalistic ethics: The rightness of action was determined by conscience or instinct.

2. Categories of ethical negotiating tactics

   • Traditional competitive bargaining
   • Emotional manipulation
   • Misrepresentation
   • Misrepresentation to opponent's networks
   • Inappropriate information gathering
   • Bluffing

3. Why use deceptive tactics

   • To increase the negotiator's power in bargaining
   • To diminish risk
   • Concern about exploitation triggers

4. Tactic to deal with the other party's use of deception

   • Intimidation
   • Futility portrayal
   • Discomfort & relief
   • Bluffing
   • Gentle prods
   • Minimization
   • Contradiction
   • Altered information
   • A chink in the defense
   • Self-disclosure
   • Point of deception cues
   • Concern
   • Silence
   • Keeping the status quo
   • Direct approach