Negotiating has typically been viewed as a no-holds-barred game of liar\'s poker

Question

Negotiating has typically been viewed as a no-holds-barred game of liar's poker. In other words, we have the expectation here in United States that negotiators will conceal or distort information to get what they want. But is this always the case? Is it necessarily beneficial to the negotiator?

Explain the role of ethics in negotiations.Describe situations where it might not be best to take complete advantage of the other side in negotiations. Evaluate the win-win approaches to negotiations that watch for the best interests of both parties.

Explanation / Answer

When a negotiator stands in the way he has to make decisions which will affect the other people or the wider community as a whole taking aside his own benefits and interests. The negotiator has to face some ethical dilema while doing the negitiation. These are :

Lie : At times the negotiator has to manupulate or lie about certain facts for the betterment of the parties involved. Although the negotiator has a positive intention it is considered as unethical.

Puffery : When the negotiator falsely praise or exaggerate the image of what has already been described it is considered as unethical.

Deception : When the negotiator makes a misleading statement or make the other party believe which is not true is considered as deception and is unethical in negotiation.

Non disclouser : When the negotiator hides or doesnt reveale things which may be helpful to the paty in interest is considered unethical.

The win win approach in negotiation is the best negotiation approach which takes care if if interest of both the parties. If the negotiation end up in a outcome which is mutually acceptable by both the parties then it is awin win strategy.

Win win approach is helpful as it nit concered with the personal gain rather it focuses on what will make both the parties happy. So this approach to negotiation is very helpful for long term mutual gain which also helps in building trust in each other.

Related Questions

Navigate

• Browse (All)
• Browse N
• Subjects

Integrity-first tutoring: explanations and feedback only — we do not complete graded work. Learn more.