Negotiation Ethics New

THE ROLE OF ETHICS IN NEGOTIATION PROCESS

Document TitleAuthor Name

INTRODUCTION

Negotiation as a process which involves:

1. Strategic Discussion

2. Providing solution for an issue

3. Acceptable to both the parties

4. Allocation of scarce resources

5. Mixed motive of competition and cooperation

6. A very essential component of the negotiator’s behaviour is ethics.

ETHICS DEFINED

System of values and moral principles

Standards which governs one’s behaviour

Means of deciding what is fair, honest and correct

IMPORTANCE OF ETHICAL BEHAVIOUR IN NEGOTIATIONWhy is ethics important?

Easy to achieve win-win situation by being fair and honest

Protect your reputation

ETHICAL NEGOTIATIONS

The following skills assist in making negotiations ethical:

Knowledge of what is not negotiable

Honesty

Keeping promises

Familarity with law

Having several options

Keeping promises

Willingness to say no

Follow your instinct

APPROACHES TO ETHICAL REASONING

Personality Ethics

Social Contract Ethics

Duty Ethics

End Result Ethics

GOLDEN RULES FOR TESTING ETHICAL BEHAVIUOR

What is legally correct?

What meets the expectations?

What can be justified?

What is fair to everyone?

What is correct as well as acceptable?

BASIS OF NEGOTIATION ETHICS

Treating all negotiation partners with honesty

Maintaining transparency

Main reason for negotiation should be conflict resolution

Feelings of the opponents should not be hurt - Treat others like you want to be treated

CONCLUSION

The basis for reaching an effective as well as negotiated agreement relies completely on the desire of the negotiating parties.

They should be willing to share accurate information accurate which is in sync with their priorities and interests.

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