Ethics Defined Ethics Social standards for what is

Ethics Defined… • Ethics – Social standards for what is right/wrong • Morals – Individual beliefs for what is right/wrong • Prudent – Efficacy of tactic on outcome and relationship • Practical – What can happen • Legal

• Types of Ethical Standards – End-result – Duty- bound – Social contract – Personal-istic

Type of Ethics Rightness is defined by… Basis of actions End Results -effect/consequences it has --Actions are aimed to promote -utility of ends (collective) happiness, --Actions that promote more happiness are more right Duty Social Contract -obligations to apply universal standards in all situations -intentions of actor rather than effects --Customs or norms of a community Personal-isitc One’s conscience --Actions that promote virtue rather than pleasure --behaviour should be based on principles/rules --Community defines morality which defines right & wrong --Duty binds individual to community --What is best for community is ultimate standard -stand up for what one believes -no absolute formulas for living

• Ethics in Negotiation – Truth telling tactics • When to tell the truth, how much of the truth to tell? – Communication vs action • What is truth? – Based on social contract vs. personal conscience • How are deviations from truth decided • Examples of tactics – Bluffing, exaggeration, concealing/manipulating info – Negotiation involves depending on each other for information • Priorities, interests, preferences

Categories of Ethically Ambiguous Tactics Questionnaire Category Example √ Competitive Bargaining Not disclosing BATNA Inflated opening offer Fake emotions like anger, fear, disappointment, elation, satisfaction √ Emotional Manipulation ** Misrepresenting/Deception Distorting information/events when describing to others Misrepresenting opponent’s Corrupting opponent’s reputation with network peers Inappropriate Information gathering Bluffing Bribery, inflation, spying Insincere threats/promises

• Misrepresenting Interests/Deception – On common value items where both parties seek the same outcome • Omission--fail to disclose info benefitting others • Commission – lying about common value issue – Later make concession – Omission > Comission

• Tolerance for Ethically Ambiguous Tactics – Predicts intention to use – Predicts actual use – Frequency of use • Hiding bottom line > exaggerating opening offer> stalling for time, misrepresenting information > making empty promises – Hiding bottom line improved negotiator performance • All others did not predict performance

• Why use deception – Power (leverage) of having information • View of negotiation as exchanging accurate & truthful information / facts / arguments – and whoever has the better argument etc wins • Deceptive tactics used when other side is uninformed and when stakes are high – Maximize own outcome (competitive) – Perceive other’s motive as being competitive – Cultural predisposition to focus on own outcome

Individual Differences • Demographic • Personality • Moral Development Stage Intentions & Motives to Use Deception Context • Past Experience • Incentives • Relationship to Opponent • Relative Power b/w Negotiators • Mode of communication • Agent status • Group & Org Norms • Cultural Norms Use of Deception Consequences • Effectiveness of Tactic • Self Evaluation • Feedback from Other Party, Constituency & Audience

• How to detect deception? – Intimidate the other to tell the truth – Portray futility of deceptive tactic – Help other reduce discomfort for deceiving – Lie to suggest you have uncovered deception – Encourage other to share information – Minimize the importance of consequences of deception – Point out contradictions and ask for explanations – Alter information dramatically so that other can correct you

• How to detect deception? (cont’d) • Try to get other to admit to a small lie and push for admitting to larger lie • Reveal dishonesty on your part • Point out behaviors that suggest other party is deceiving • Indicate concern for other party’s welfare • Appeal to other’s desire for a good reputation • Directly ask other to tell the truth • Remain silent to get other to talk…

• How to deal with deception • • Ask probing questions Phrase questions in different ways Force the other party to lie/back off Test the other party Call the tactic Ignore the Tactic Discuss what you see and offer to help the other party shift to more honest bheaviors • Respond in Kind