1. Negotiation Ethics Do Well and Do Right

2. Introduction  A Solid Foundation  When is a Lie a Lie?  Factors Affecting Negotiation Ethics  Danger Signs of Deception  Strategies for Promoting Trust

3. When is a Lie a Lie?  Affirmative Misrepresentations  Partially True Statements  Impermissible Omissions

4. Factors Affecting Negotiation Ethics  Past experiences of the negotiator  Incentives  Relationship with the other party  Relative power between the negotiators

5. Factors Affecting Negotiation Ethics  Mode of communication  Whether or not the negotiator is acting as an agent  Group and the organizational norms  Cultural norms

6. Danger Signs of Deception  Verification is difficult.  An intention to deceive is difficult to establish.  Parties have insufficient resources to guard against deception.  Ex post redress is too costly.

7. Strategies for Promoting Trust  Build mutual benevolence  Create opportunities for displaying trust  Demonstrate trustworthiness  Place the negotiation in a longer term context

8. Conclusion Being an ethical negotiator is not easy. It requires you to be honest and trusting while still trying to get the best result for yourself and your company. You will not always know when someone is trying to cheat you. You can only control your own actions. If everyone were to act ethically in their business dealings, the world would be a better place. The place it can start is with you.

9. Bibliography  Cramton, Peter D. and J. Gregory Dees, “Promoting Honesty in Negotiation; An Exercise in Practical Ethics,” Business Ethics Quarterly Volume 3 Issue 4 (1993): 9- 17.  Dasgupta, Partha “Trust as a Commodity.” In Diego Gambetta (ed.), Trust: Making and Breaking Cooperative Relations (Oxford: Basil Blackwell Ltd., 1988), 62.  Lewicki, R. J., & Spencer, G. (1991). Ethical relativism and negotiating tactics: Factors affecting their perceived ethicality. Paper presented at the Academy of Management, Miami, Florida.  Rivers, Cheryl Lying, Cheating Foreigners!! Negotiation Ethics Across Cultures. A Paper submitted to the 18th Annual Conference of the International Association for Conflict Management, Seville, Spain; June 12-15, 2005 downloaded from http://papers.ssrn.com/sol3/papers.cfm?abstract_id=736184.  Tenbrunsel, A. E. (1998). “Misrepresentation and expectations of misrepresentation in an ethical dilemma: The role of incentives and temptation.” Academy of Management Journal, 41(3), 330-339.  Zucker, Lynne G., “The Production of Trust: Institutional Sources of Economic Structure.” Research in Organizational Behavior 8 (1986), 56.  http://www.culture-at-work.com/ethics.html  http://www.google.com/corporate/tenthings.html  http://www.levistrauss.com/Company/ValuesAndVision.aspx  http://www.negotiatormagazine.com/article301_1.html. Cited in an article by Charles B. Craver entitled “Negotiation Ethics.”