教程案例介绍chapter 5 ethics in negotiation章5 ETHICS IN NEGOTIATION.pdfVIP

Chapter5

EthicsinNegotiation

Overview

Inthischapter,weexplorethequestionofwhetherthereare,orshouldbe,acceptedethical

standardsforbehaviorinnegotiations.Thistopichasreceivedincreasedattentionfrom

researchersinrecentyears.Itisourviewthatfundamentalquestionsofethicalconductarisein

everynegotiation.Theeffectivenegotiatormustrecognizewhenthequestionsarerelevantand

whatfactorsmustbeconsideredtoanswerthem.Wewanttobeclearthatitisnotourintention

toadvocateaspecificethicalpositionforallnegotiatorsorfortheconductofallnegotiations.

Manytreatisesonbusinessethicstakeastronglyprescriptiveornormativeposition,advocating

whatashouldorshouldnotdo.Instead,ouraiminthischapteristodescribetheethical

issuesthatariseinnegotiations.Weidentifythemajorethicaldimensionsraisedinnegotiations,

describehowpeopletendtothinkabouttheseethicalchoices,andprovideaframeworkfor

makinginformedethicaldecisions.Alongtheway,wewillhighlightresearchthathasyielded

worthwhilefindingsinthisarea.

LearningObjectives

1.Asamplingofethicalquandaries.

2.Whatdowemeanbyethicsandwhydotheymatterinnegotiation?

3.Whatquestionsofethicalconductariseinnegotiation?

4.Whyusedeceptivetactics?Motivesandconsequences.

5.Howcannegotiatorsdealwiththeotherparty’suseofdeception?

I.ASamplingofEthicalQuandaries

A.Peopleinandoutoforganizationsareroutinelyconfrontedwithimportantdecisions

aboutthestrategiestheywillusetoachieveimportantobjectives,particularlywhena

varietyofinfluencetacticsareopentothem.Thesedecisionsfrequentlycarryethical