1. Ethics Defined… Ethics Morals Prudent Practical Legal
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

2. Types of Ethical Standards
End-result
Duty- bound
Social contract
Personal-istic

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

4. 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

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

6. 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

7. 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

8. 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

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

10. 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

11. 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…

12. 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