International Business Negotiations （二）.pptVIP

International Business Negotiations Chapter 9 Ethics in Negotiation What are Ethics? Ethics – social standards for what is right or wrong in a certain situation (rules for behavior) Morals – personal standards for what is right or wrong in a certain situation (my rules for behavior) Ethics: Define the nature of the world we live in Set rules for living together Ethics are not black and white; there are many shades in between. Ethics and the law are not the same thing. Something may be illegal but become acceptable behavior. Something may be unethical in the society but become legal. Four Approaches to Ethical Reasoning End-result ethics – ‘the end justifies the means’ or ‘what will give me the best result’. Duty ethics – I must decide based on appropriate rules and principles (e.g. law, religion). What I ‘ought’ to do. Social contract ethics – I will choose based on what my community believes is right. Personalistic ethics – I will act based on my belief in what is right or wrong. End-result Ethics Main beliefs: Look at each possible action and choose the action that will bring happiness to the most people. Maximum good for maximum people Happiness for all is the goal Main concerns: How for you define and measure happiness? What if not everyone is happy? Majority vs. minority Duty Ethics Main beliefs: The end does not justify dishonest means. Act in ways that you want others to act. Choose based on principles or rules. Main concerns: Who makes the rules? Most rules have exceptions. Can dishonest acts be ok if they result in good results for a large number of people? What if two rules conflict? Social Contract Ethics Main Beliefs: - Society and culture determine what is acceptable behavior. - What is best for the common good determines the standards. Main concerns: Who makes the rules and how are they changed? Which rule applies in a certain situation? What about independent thinkers? Personalistic Ethics Main beliefs: Action is based on our conscience. Ea