DRM 2053

Negotiation
Techniques
DR HJH AIDA NASIRAH ABDULLAH
UNIVERSITI PERTAHANAN NASIONAL MALAYSIA

1-1

NEGOTIATION 7e
Lewicki Saunders
Barry

2-1

Chapter 5
ETHICS IN
NEGOTIATION

2015 by McGraw-Hill Education. This is proprietary material solely for authorized instructor
use. Not authorized for sale or distribution in any manner.

9-2

WHAT DO WE MEAN BY ETHICS AND

WHY DO THEY MATTER IN NEGOTIATION?
Ethics:
Are broadly applied social standards for
what is right or wrong in a particular
situation, or a process for setting those
standards
Grow out of particular philosophies
which
Define the nature of the world in which we

live
Prescribe
for material
living
2015 by McGraw-Hill
Education.rules
This is proprietary
solelytogether
for authorized instructor use.
Not authorized for sale or distribution in any manner.

9-3

FOUR APPROACHES
TO ETHICAL REASONING
End-result ethics
The rightness of an action is determined by
evaluating its consequences
Duty ethics
The rightness of an action is determined by

ones obligation to adhere to consistent

principles, laws and social standards that
define what is right and wrong

2015 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use.
Not authorized for sale or distribution in any manner.

9-4

FOUR APPROACHES
TO ETHICAL REASONING
Social contract ethics
The rightness of an action is based on the
customs and norms of a particular society or
community
Personalistic ethics
The rightness of the action is based on ones

own conscience and moral standards

2015 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use.
Not authorized for sale or distribution in any manner.

9-5

RESOLVING MORAL PROBLEMS

2015 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use.
Not authorized for sale or distribution in any manner.

9-6

QUESTIONS OF ETHICAL CONDUCT

THAT ARISE IN NEGOTIATION
Using ethically ambiguous tactics: Its

(mostly) all about the truth

Identifying ethically ambiguous tactics
and attitudes toward their use
What ethically ambiguous tactics are there?
Does tolerance for ethically ambiguous

tactics lead to their actual use?

Is it okay to use ethically ambiguous tactics?

2015 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use.
Not authorized for sale or distribution in any manner.

9-7

QUESTIONS OF ETHICAL CONDUCT

THAT ARISE IN NEGOTIATION
Deception by omission versus

commission
Omission failing to disclose information that

would benefit the other

Commission actually lying about the
common-value issue
The decision to use ethically ambiguous

tactics: A model
2015 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use.
Not authorized for sale or distribution in any manner.

9-8

WHY USE DECEPTIVE TACTICS?

MOTIVES AND CONSEQUENCES
The power motive
The purpose of using ethically ambiguous
negotiating tactics is to increase the
negotiators power in the bargaining
environment
Other motives to behave unethically
Negotiators are more likely to see ethically

ambiguous tactics as appropriate if they

anticipate that the others expected
motivation would be more competitive
2015 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use.
Not authorized for sale or distribution in any manner.

9-9

MODEL OF DECEPTION IN NEGOTIATION

2015 by McGraw-Hill Education. This is proprietary material solely for authorized instructor
use. Not authorized for sale or distribution in any manner.

9-10

THE CONSEQUENCES OF
UNETHICAL CONDUCT
A negotiator who employs an unethical
tactic will experience positive or
negative consequences. The
consequences are based on:
Effectiveness whether the tactic is
effective
Reactions of others how the other
person, constituencies, and audiences
evaluate the tactic
Reactions of self how the negotiator 9-11
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Not authorized for sale or distribution in any manner.
evaluates the tactic, feels about using

EXPLANATIONS AND JUSTIFICATIONS

The primary purpose of explanations

and justifications is:
To rationalize, explain, or excuse the
behavior
To verbalize some good, legitimate
reason why this tactic was necessary

2015 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use.
Not authorized for sale or distribution in any manner.

9-12

RATIONALIZATIONS FOR
UNETHICAL CONDUCT
The tactic was unavoidable
The tactic was harmless
The tactic will help to avoid negative

consequences
The tactic will produce good
consequences, or the tactic is
altruistically motivated
They had it coming, or They deserve
it, or Im just getting my due
2015 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use.
Not authorized for sale or distribution in any manner.

9-13

RATIONALIZATIONS FOR
UNETHICAL CONDUCT
They were going to do it anyway, so I

will do it first
He started it
The tactic is fair or appropriate to the
situation

2015 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use.
Not authorized for sale or distribution in any manner.

9-14

A MORE COMPLEX MODEL OF

DECEPTION
IN NEGOTIATION

2015 by McGraw-Hill Education. This is proprietary

material solely for authorized instructor use. Not

9-15

WHAT FACTORS SHAPE A

NEGOTIATORS PREDISPOSITION
TO USE UNETHICAL TACTICS?
Demographic factors
Sex
Women tend to make more ethically rigorous

judgments than men

Age and experience

Both men and women behave more ethically as
they age
Individuals with more general work experience, and
with direct work experience, are less likely to use
unethical negotiating tactics

2015 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use.
Not authorized for sale or distribution in any manner.

9-16

WHAT FACTORS SHAPE A

NEGOTIATORS PREDISPOSITION
TO USE UNETHICAL TACTICS?
Demographic factors (cont.)
Professional orientation
People in different professions differ on judgments of

perceived appropriateness

Nationality and culture

Significant differences are found across different
nationalities and cultural backgrounds

2015 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use.
Not authorized for sale or distribution in any manner.

9-17

WHAT FACTORS SHAPE A

NEGOTIATORS PREDISPOSITION
TO USE UNETHICAL TACTICS?
Personality differences
Competitiveness versus cooperativeness
Machiavellianism
Some individuals are more willing and able con

artists
Are more likely to lie when they need to
Better able to lie without feeling anxious about it
More persuasive and effective in their lies

2015 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use.
Not authorized for sale or distribution in any manner.

9-18

WHAT FACTORS SHAPE A

NEGOTIATORS PREDISPOSITION
TO USE UNETHICAL TACTICS?
Personality differences (cont.)
Locus of control
The degree to which individuals believe that the

outcomes they obtain are largely a result of their

own ability and effort (internal control) versus fate
or chance (external control)
Individuals who are high in internal control are more
likely to do what they think is right

2015 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use.
Not authorized for sale or distribution in any manner.

9-19

WHAT FACTORS SHAPE A

NEGOTIATORS PREDISPOSITION
TO USE UNETHICAL TACTICS?
Moral development and personal

values

Preconventional level (Stages 1 and 2)

Individual is concerned with concrete outcomes
that meet his or her own immediate needs,
particularly external rewards and punishments
Conventional level (Stages 3 and 4)
Individual defines what is right on the basis of

what immediate social situation and peer group

endorses or what society in general seems to want

2015 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use.
Not authorized for sale or distribution in any manner.

9-20

WHAT FACTORS SHAPE A

NEGOTIATORS PREDISPOSITION
TO USE UNETHICAL TACTICS?
Moral development and personal values

(cont.)

Principled level (Stages 5 and 6)

Individual defines what is right on the basis of some
broader set of universal values and principles
The higher the stage people achieve:
More complex their moral reasoning should be
More ethical their decisions should be

2015 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use.
Not authorized for sale or distribution in any manner.

9-21

WHAT FACTORS SHAPE A

NEGOTIATORS PREDISPOSITION
TO USE UNETHICAL TACTICS?
Contextual influences on unethical

conduct
Past experience
Role of incentives
Characteristics of the other party
Relationship between the negotiator and the

other party
Relative power between the negotiators
Mode of communication
Acting as an agent versus representing your
2015 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use.
9-22
own
Not authorized
for sale or distribution in any manner.

How Can Negotiators Deal With the

Other Partys Use of Deception?
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
inThiskind
2015
by McGraw-Hill Education.
is proprietary material solely for authorized instructor use.
9-23
Not authorized for sale or distribution in any manner.