Negotiation Ethics

4,568 views

Published on

Siena Heights University graduate class on Negotiation as Process based on text (2011) from Lewicki, Saunders and Barry (McGraw-Hill).

Published in: Education, Business, Technology
0 Comments
2 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
4,568
On SlideShare
0
From Embeds
0
Number of Embeds
4
Actions
Shares
0
Downloads
239
Comments
0
Likes
2
Embeds 0
No embeds

No notes for slide
  • Results: Right actions determined by considering outcomes.Duty: Rightness determined by considering universal standards and principles.Social: Rightness is determined by community norms, but cultures vary widely?Personal: Self conscience is the sole determinant. Where has that led us?
  • Negotiation Ethics

    1. 1. Ethics in Negotiation LDR 655 WallaceSiena Heights University (Lewicki, Saunders & Barry. 2011)
    2. 2. 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? (Lewicki, Saunders & Barry. 2011)
    3. 3. Four PhilosophiesResults Duty EthicsSocial Personal (Lewicki, Saunders & Barry. 2011)
    4. 4. Resolving Moral Problems (Lewicki, Saunders & Barry. 2011)
    5. 5. 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? (Lewicki, Saunders & Barry. 2011)
    6. 6. Ethical Conduct• Deception – Omission – Commission (Lewicki, Saunders & Barry. 2011)
    7. 7. Deception Model (Lewicki, Saunders & Barry. 2011)
    8. 8. Motives and Consequences • Power • Competition • Cultural – Individualistic/Collective • Opponent perception (Lewicki, Saunders & Barry. 2011)
    9. 9. ConsequencesPositive and Negative – Effectiveness – Perception • Others • Self (Lewicki, Saunders & Barry. 2011)
    10. 10. 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? (Lewicki, Saunders & Barry. 2011)
    11. 11. Rationalizations• Unavoidable• Harmless• Avoids negative consequences• Altruistic• “They had it coming,” or “They deserve it,” or “I’m just getting my due” (Lewicki, Saunders & Barry. 2011)
    12. 12. 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 (Lewicki, Saunders & Barry. 2011)
    13. 13. What Choices Will You Make? Ethics, too, are nothing butreverence 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 (Lewicki, Saunders & Barry. 2011)

    ×