ETHICS IS NEGOTIATION

ETHICS IS NEGOTIATION

1. 4 approaches to ethical reasoning

   • - End-results ethics
     • - Duty ethics
       • - Social contract ethics
         • - Personalistic ethics

2. Marginally ethical negotiating tactics

   • traditional competitive bargaining
     • emotional manipulation
       • misrepresentation
         • misrepresentation to opponent's network
           • inappropriate information gathering
             • bluffing

3. How can negotiators deal with the other party's use of deception?

   • Minimization
     • Contradiction
       • Altered information
         • A chink in the defense
           • self-disclosure
   • intimidation
     • futility portrayal
       • discomfort & relief
         • bluffing
           • gentle prods
   • point of deception cues
     • concern
       • keeping the status quo
         • direct approach
           • silence