Ana Negotiation w5

8/17/2019 Ana Negotiation w5

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NEGOTIATION 7eLewicki ▪ Saunders▪ Barry

RM 2053

Negotiation

TechniquesDR HJH AIDA NASIRAH ABDULLAH

UNIVERSITI PERTAHANAN NASIONAL MALAYSIA

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Chapter 5

ETHICS INNEGOTIATION

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HAT !O E "EAN B# ETHICS AN!

H# !O THE# "ATTE$ IN NEGOTIATION%

Ethics:$ Are broadly applied social standards for

what is right or wrong in a particularsituation, or a process for setting thosestandards

$ Grow out of particular philosophieswhichDe ne the nature of the world in which welive

Prescribe rules for living together© 2015 by McGraw-Hill Education. This is proprietary material solely or authori!ed instructor use."ot authori!ed or sale or distribution in any manner. #-%


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&O'$ A(($OACHES

TO ETHICAL $EASONING$$ocial contract ethics

he rightness of an action is based on the

custo!s and nor!s of a particular society orco!!unity

$Personalistic ethics he rightness of the action is based on one#sown conscience and !oral standards

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$ESOL)ING "O$AL ($OBLE"S


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*'ESTIONS O& ETHICAL CON!'CT

THAT A$ISE IN NEGOTIATION$ %sing ethically a!biguous tactics: &t#s

'!ostly( all about the truth$ &dentifying ethically a!biguous tactics

and attitudes toward their use)hat ethically a!biguous tactics are there*Does tolerance for ethically a!biguoustactics lead to their actual use*&s it o+ay to use ethically a!biguous tactics*


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*'ESTIONS O& ETHICAL CON!'CT

THAT A$ISE IN NEGOTIATION$Deception by o!ission versus

co!!ission!ission failing to disclose infor!ation that

would bene t the other.o!!ission actually lying about theco!!on-value issue

$ he decision to use ethically a!biguoustactics: A !odel


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H# 'SE !ECE(TI)E TACTICS%

"OTI)ES AN! CONSE*'ENCES

$ he power !otive he purpose of using ethically a!biguous

negotiating tactics is to increase thenegotiator#s power in the bargainingenviron!ent

$ ther !otives to behave unethically/egotiators are !ore li+ely to see ethicallya!biguous tactics as appropriate if theyanticipate that the other#s e0pected!otivation would be !ore co!petitive


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"O!EL O& !ECE(TION IN NEGOTIATION

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THE CONSE*'ENCES O&

'NETHICAL CON!'CTA negotiator who e!ploys an unethical

tactic will e0perience positive ornegative conse"uences heconse"uences are based on:

$ E2ectiveness whether the tactic ise2ective

$ 3eactions of others how the otherperson, constituencies, and audiencesevaluate the tactic

$3eactions of self how the negotiatorevaluates the tactic, feels about usin


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E+(LANATIONS AN! ,'STI&ICATIONS

he pri!ary purpose of e0planationsand 4usti cations is:

$ o rationali5e, e0plain, or e0cuse thebehavior

$ o verbali5e so!e good, legiti!atereason why this tactic was necessary

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$ATIONALI-ATIONS &O$

'NETHICAL CON!'CT$ he tactic was unavoidable$ he tactic was har!less$ he tactic will help to avoid negative

conse"uences$ he tactic will produce good

conse"uences, or the tactic isaltruistically !otivated$ 6 hey had it co!ing,7 or 6 hey deserve

it,7 or 6! 4ust getting !y due7© 2015 by McGraw-Hill Education. This is proprietary material solely or authori!ed instructor use."ot authori!ed or sale or distribution in any manner. #-1%


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$ATIONALI-ATIONS &O$

'NETHICAL CON!'CT$ 6 hey were going to do it anyway, so &

will do it rst7$ 68e started it7$ he tactic is fair or appropriate to the

situation

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A "O$E CO"(LE+ "O!EL O&

!ECE(TIONIN NEGOTIATION

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HAT &ACTO$S SHA(E ANEGOTIATO$.S ($E!IS(OSITIONTO 'SE 'NETHICAL TACTICS%

$De!ographic factors$e0

)o!en tend to !a+e !ore ethically rigorous 4udg!ents than !en

Age and e0perience9oth !en and wo!en behave !ore ethically asthey age&ndividuals with !ore general wor+ e0perience, andwith direct wor+ e0perience, are less li+ely to useunethical negotiating tactics

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$ De!ographic factors 'cont (Professional orientation

People in di2erent professions di2er on 4udg!ents ofperceived appropriateness

/ationality and culture$igni cant di2erences are found across di2erentnationalities and cultural bac+grounds

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$ Personality di2erences.o!petitiveness versus cooperativeness

;achiavellianis!$o!e individuals are !ore willing and able conartists

Are !ore li+ely to lie when they need to

9etter able to lie without feeling an0ious about it

;ore persuasive and e2ective in their lies

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$ Personality di2erences 'cont (


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$ ;oral develop!ent and personalvalues

Preconventional level '$tages 1 and =(&ndividual is concerned with concrete outco!esthat !eet his or her own i!!ediate needs,particularly e0ternal rewards and punish!ents

.onventional level '$tages > and ?(&ndividual de nes what is right on the basis ofwhat i!!ediate social situation and peer groupendorses or what society in general see!s to want



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$ ;oral develop!ent and personal values'cont (

Principled level '$tages @ and (&ndividual de nes what is right on the basis of so!ebroader set of universal values and principles

he higher the stage people achieve:;ore co!ple0 their !oral reasoning should be;ore ethical their decisions should be



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$ .onte0tual inBuences on unethicalconduct

Past e0perience3ole of incentives.haracteristics of the other party3elationship between the negotiator and theother party3elative power between the negotiators;ode of co!!unicationActing as an agent versus representing yourown© 2015 by McGraw-Hill Education. This is proprietary material solely or authori!ed instructor use."ot authori!ed or sale or distribution in any manner. #-22


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H/w Can Ne0/tiat/rs !ea1 ith the

Other (arty.s 'se /2 !ecepti/n%$ As+ probing "uestions$ Phrase "uestions in di2erent ways$ Corce the other party to lie or bac+ o2 $ est the other party$ 6.all7 the tactic

$ &gnore the tactic$ Discuss what you see and o2er to helpthe other party change to !ore honestbehaviors

$ 3espond in +ind© 2015 by McGraw-Hill Education. This is proprietary material solely or authori!ed instructor use."ot authori!ed or sale or distribution in any manner #-2%

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