Ethics in Negotiations

Ethics in Negotiations

Role of Ethics in Negotiations

Ethics forms a basis for doing something that is moral and consistent with the values and principles that are generally considered to be moral. Ethics are an important part of negotiations because the moral principles of each party in the negotiation will be reflected to the other party, and they will affect the kind of decisions that are made during the negotiations (Weiss, 2014). Ethical negotiations help to develop a positive reputation and possibly a relationship between the negotiating parties, making it possible for them to engage in other agreements in the future. Although every person wants their side to win in a negotiation, they should use ethical tactics to make that happen.

Examples of Situations where Taking Advantage may not be Ethical

A situation when it may not be best to take advantage of the other party in a negotiation is one that involves a disadvantaged person, such as a person living with disabilities. For instance, if a person has a hearing disability, one must make the necessary adjustments to ensure that they get all the information they need for effective negotiation. Another example is a case of negotiation with a stakeholder that a business intends to maintain business with for a long time. Taking advantage of the stakeholder may ruin possibility of any future transactions.

Win-Win Negotiations

Win-win negotiations are integrative approaches to negotiation where the parties reach an agreement after they have fully evaluated the interests of each party. They come to an agreement that will be beneficial for each party in one way or another. Win-win negotiations can be feasible in some situations but not always in the real world. A push for a win-win situation can lead to unethical practices such as in the case of UAW and Chrysler where Chrysler bribed UAW officials during labor negotiations leading a win-win for the two parties but a loss for the employees that UAW was to be fighting for.

References

Weiss, J. W. (2014). Business ethics: A stakeholder and issues management approach. Berrett-Koehler Publishers.

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Ethics in Negotiations

Section 8.7 of your text, on pages 561–567, discusses ethical decision-making and negotiation methods. Negotiating has typically been viewed as a no-holds-barred game of liar’s poker. In other words, we have the expectation here in the United States that negotiators will conceal or distort information to get what they want. But is this always the case? Is it necessarily beneficial to the negotiator?
In your post:
Explain the role of ethics in negotiations.
Describe situations where it might not be best to take complete advantage of the other side in negotiations.
Evaluate the win-win approaches to negotiations that watch for the best interests of both parties.
Assess if ethical negotiations and win-win negotiations are feasible in the real world. Support your opinion with a recent real-life example, such as UAW/Chrysler.