Unethical Behavior During Negotiations: How to Avoid it, How to Engage With It
One of the challenges of negotiating is that what constitutes ethical behavior can be quite relative and differ between the worldview of the negotiating partners. For example, many people consider bluffing to be a form of lying (even though it is an acceptable practice in many venues such as poker). For others, bluffing is a natural aspect of the negotiation process, an ethical form of deception which "must be regarded as a strategy in a game where business ethics must not be confused with private life ethics" (Alavoine n.d. 4). This separation between personal and negotiation roles often depends on the cultural context of the negotiators: in some cultures, bluffing is integrated into the process of negotiation; in others, extreme forms of bluffing are frowned upon, and when there is a difference in the worldview between the two parties, problems inevitably result.
Some people also make a differentiation between factual bluffing (for example, saying that I will do something if I do not get my way -- even though I really will not or saying that I have more than I actually do) and emotional bluffing (such as deliberately acting outraged by a particular suggestion). The idea...
Negotiations for 2007 Kia Optima in Fair Condition I entered into negotiations with my father for the purchase of his 2007 Kia Optima to be used by my son, Adam. My father was aware that I would be using this negotiation to fulfill a requirement for this class, but it was also a true negotiation for the purchase of the car. From the research that I did, a buyer from a
It is more concerned with understanding the way that ethnical ideas are presented, than judging those concepts within the construct of the society. However, when one looks at the history of any philosophical subject, it is important to note that differing concepts of philosophy often arise "out of" that very historical and cultural fabric of the time -- and then evolve so that they become more acceptable to future
This is an absolute approach to ethical analysis and leaves no room for consideration of exceptions for extenuating circumstance where the better outcome could be achieved by violating a rule to which adherence is more beneficial, generally (Mihaly, 2007). As applied to persuasion, strict rule utilitarianism would lead to a different result in both of the situations outlined in connection with virtue ethical analysis. It would require a true
Organizational Behavior In 1984, the movie The Gods Must be Crazy depicted a Kalahari bushman who finds a Coca-Cola bottle that was discarded from an airplane into the desert. The bushman does not recognize the bottle or the brand, and the situation leads to all manner of confusion among the tribe, who try to decipher the meaning of the bottle. Such a story would be rather incomprehensible today, that there would
American Airlines Discuss how senior management's short-term focus on stock price in a publically traded company can lead to unethical behavior. If senior management has a short-term focus on stock price as its central motivation, that can lead to unethical behavior. The role of management is to increase the wealth of the shareholders (Friedman, 1970), something that must be done over long run, not the short run. A short-run focus on the
He defined the ideals that people share about how people ought to behave a "categorical imperative" - a transcendent concept of "rightness of action." No one would want to be taken advantage of the way Countrywide did, and under no circumstances did they themselves believe their actions were "right." Egoism or self-interest ethics may explain the Countrywide rationale, after all, they were acting to advance own interests, over all else.
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