(Lewicki, Saunders & Barry. 2011)

Ethics in Negotiation

LDR 655

Wallace

Siena Heights University

(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?

(Lewicki, Saunders & Barry. 2011)

Four Philosophies

Results

Duty

Social PersonalEthics

(Lewicki, Saunders & Barry. 2011)

Resolving Moral Problems

(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?

(Lewicki, Saunders & Barry. 2011)

• Deception

– Omission

– Commission

Ethical Conduct

(Lewicki, Saunders & Barry. 2011)

Deception Model

(Lewicki, Saunders & Barry. 2011)

Motives and Consequences

• Power

• Competition

• Cultural– Individualistic/Collective

• Opponent perception

(Lewicki, Saunders & Barry. 2011)

Consequences

Positive and Negative

–Effectiveness

–Perception

• Others

• Self

(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?

(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”

(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

(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