MGMT2004 Chapter 8: Chaptre 8
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What do we mean by ethics: are broadly applied social standards for what is right or wrong in a situation, or a process for setting those standards, grow out of philosophies which. Define the nature of the world in which we live. Ethical concerns in negotiation: usi(cid:374)g ethi(cid:272)all(cid:455) a(cid:373)(cid:271)iguous ta(cid:272)ti(cid:272)s: it"s (cid:373)ostl(cid:455) all a(cid:271)out the truth. Identifying ethically ambiguous tactics and attitudes toward their use. Is it all right to use ethically ambiguous tactics: deception by omission vs commission. Omission: failing to disclose information that would benefit the other. Commission: lying about the common value issue. The purpose of using ethically ambiguous negotiating tactics is to increase the (cid:374)egotiator"s po(cid:449)er i(cid:374) the (cid:271)argai(cid:374)i(cid:374)g e(cid:374)(cid:448)iro(cid:374)(cid:373)e(cid:374)t: other motives to behave unethically. Negotiators are more likely to see ethically ambiguous tactics as appropriate if they anticipate if the(cid:455) a(cid:374)ti(cid:272)ipate that the other"s e(cid:454)pe(cid:272)ted (cid:373)oti(cid:448)atio(cid:374) (cid:449)ould (cid:271)e more competitive.
