N8 Ethics in Negotiation

Ethical standard for behavior in negotiation. The negotiators need to know about ethics because they often make decision about the strategies might concern about the ethic. The Ethics are broadly applied social standard for what is right or wrong in particular situation, or a process for setting those standard . There are four approaches to ethical reasoning

1. End-result ethics: Rightness of an action is determined by considering consequences
2. Duty ethics: Rightness of an action is determined by considering obligations to apply universal standards and principles
3. Social contract ethics: Rightness of an action is determined by the customs and norms of a community.
4. Personalistic ehtics : Rightness of an action is determined by one's conscience

This chapter also focused on the intentions and motives to use deceptive tactics. Different types of deception can serve different purpose in negotiation. The motivation can affect the tendency to use deceptive tactics. The consequences of unethical conduct are based on whether the tactic is effective; how the other person evaluates the tactic; and how the negotiator evaluates the tactic. When the negotiator uses the tactic that may produce the reaction, the negotiator must prepare to defend. The primary purpose of the explanation and justifications is to rationalize, explain, or excuse the behavior