negotiation ethics
DESCRIPTION
Siena Heights University graduate class on Negotiation as Process based on text (2011) from Lewicki, Saunders and Barry (McGraw-Hill).TRANSCRIPT
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(Lewicki, Saunders & Barry. 2011)
Ethics in Negotiation
LDR 655
Wallace
Siena Heights University
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(Lewicki, Saunders & Barry. 2011)
Do Ethics Matter?• Why are ethics important?
• How do you define “ethics”?– Morality is the advantage of the stronger?
– Moral virtue?
– Nature or nurture?
– Duty?
– Material morality?
– Ultimate good?
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(Lewicki, Saunders & Barry. 2011)
Four Philosophies
Results
Duty
Social PersonalEthics
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(Lewicki, Saunders & Barry. 2011)
Resolving Moral Problems
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(Lewicki, Saunders & Barry. 2011)
Ethical Conduct
• Ethically ambiguous?– What is the meaning of
truth?– What ethically
ambiguous tactics are there?
– Is it all right to use ethically ambiguous tactics?
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(Lewicki, Saunders & Barry. 2011)
• Deception
– Omission
– Commission
Ethical Conduct
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(Lewicki, Saunders & Barry. 2011)
Deception Model
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(Lewicki, Saunders & Barry. 2011)
Motives and Consequences
• Power
• Competition
• Cultural– Individualistic/Collective
• Opponent perception
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(Lewicki, Saunders & Barry. 2011)
Consequences
Positive and Negative
–Effectiveness
–Perception
• Others
• Self
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(Lewicki, Saunders & Barry. 2011)
Justifications
• What can or have you rationalized away?– What are the consequences
of excusing our behavior?• Does looking for and
expressing the necessity of using deception work?– What are the consequences
from your personal or work experience of this behavior?
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(Lewicki, Saunders & Barry. 2011)
Rationalizations• Unavoidable
• Harmless
• Avoids negative consequences
• Altruistic
• “They had it coming,” or “They deserve it,” or “I’m just getting my due”
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(Lewicki, Saunders & Barry. 2011)
Deceptive Opponents?• Ask probing questions• Phrase questions in different ways• Force the other party to lie or back
off• Test the other party• “Call” the tactic• Ignore the tactic• Discuss what you see and offer to
help the other party change to more honest behaviors
• Respond in kind
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(Lewicki, Saunders & Barry. 2011)
What Choices Will You Make?Ethics, too, are nothing but
reverence for life. This is what gives me the fundamental
principle of morality,
namely, that good consists in maintaining, promoting,
and enhancing life,
and that destroying, injuring,
and limiting life are evil. Albert Schweitzer