Mind map
Chapter 5: Ethics is negotiation
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Chapter 5: Ethics is negotiation
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.
Categories of ethical negotiating tactics
- Traditional competitive bargaining
- Emotional manipulation
- Misrepresentation
- Misrepresentation to opponent's networks
- Inappropriate information gathering
- Bluffing
Why use deceptive tactics
- To increase the negotiator's power in bargaining
- To diminish risk
- Concern about exploitation triggers
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
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- Business/Economics Mind Map on Chapter 5: Ethics is negotiation, created by Zureen Aliyah Azmel Effendy on 14/10/2021.
- Created by
- Zureen Aliyah Azmel Effendy
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