Ethics and Trust in Negotiation

Name: Ethics and Trust in Negotiation
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Author: Ryan Scott

A discussion on the role of ethics and trust in business negotiations.

Ryan Scott

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30 days ago

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Ethics and Trust in Negotiation
Imagine you are in a negotiation process with a coworker. The issue under discussion is how best to
allocate resources over the next quarter. Your counterpart is aggressively pressing to assign a particular
employee to an important project in his development group during the second half of the year. However,
you know this employee is going to be out on medical leave for four months in the second half. You had
been wondering how to deal with the lost man hours (this employee is very experienced and not easily
replaced). This presents an opportunity to push the problem off to another group and bargain for other
resources to man your projects.
1. What ethical values should you use in this negotiation? How did you decide?
2. How would you determine whether the negotiation is conducted with substantive fairness?
3. What concealment behaviors would be ethical and unethical in this negotiation?
4. Are you employing fair procedures in this case?
Ethics and Trust in Negotiation
Negotiation is a system by which individuals settle contrasts. It is a procedure by which
bargain or understanding is come to while dodging contention and question (Burr 55). In any
contradiction, people justifiably intend to accomplish the best conceivable result for their
position (or maybe an association they speak to). In any case, the standards of reasonableness,
looking for common advantage and keeping up a relationship are the keys to a fruitful result.
Question 1: Ethical Values to use in Negotiation
Ethics is an arrangement of good standards or qualities; the tenets or principles
representing the behavior of the individuals from a calling; acknowledged standards of right or
off-base." Ethics set up the method for doing what needs to be done, reasonable and legit

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Ethics, moral conduct, and assuming individual liability for decisions convey
considerably more significance in today's business world (Burr 56). In case I might want to
impart to you a couple of reflections on morals to help us keep up that exclusive requirement of
thought, conduct and arrangement styles. The following ethics are important in any negotiation,
 Be fair. In an arrangement, at whatever point you are moral and genuine despite
the fact that it costs you something, you pick up focuses. In the event that a
partner makes a receipt mistake that is further bolstering your good fortune and
you illuminate him of it, that expenses you something- -however it likewise
procures you regard. A customer as of late called to advise us that we had not sent
a receipt for administrations we had performed for her. That one phone call let us
realize that this customer is fair. That actuality will without a doubt influence all
our future arrangements with her.
 Comprehend what is not debatable. At whatever point we work with bank
workers, we want to ask the accompanying inquiry: "The amount of would you be
able to take from this bank before you get terminated?" The inquiry dependably
draws a snicker in light of the fact that, obviously, everybody realizes that any
individual who takes from a bank would be terminated quickly. This is just not a
region that is debatable. Realizing what is debatable and what is not will make
you a significantly more compelling arbitrator.
 Stay faithful to your commitments. In your enthusiasm to assemble an
arrangement, you might once in a while make guarantees and concessions you
hadn't wanted to make. You exhibit your morals when you satisfy those
guarantees long after the craving to do as such have abandoned you.

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 Have various choices. Going into an arrangement with different choices will help
both you and your partner accomplish your objectives. In the event that somebody
proposes a choice you feel is dishonest, you will be prepared with another, moral
alternative for fulfilling the same objective. Now and then you may experience
moderators who are one-sided scholars who have one and only alternative. With
them, it’s their way or the roadway. On the off chance that their way is
untrustworthy as you would see it, you have one and only choice -to leave the
arrangement.
 Be willing to say "no." Some arbitrators are very open to looking at a partner
without flinching and saying "no" when they feel something is not right. Others
stress that platitude "no" appears to be reckless, notwithstanding when a
proposition does not appear to be moral -then later they lament consenting to the
proposition. Being willing to say "no" to something that is not right is an
incredible quality.
 Be acquainted with the law. Obliviousness of the law is not a decent reason for
dishonest conduct. If all else fails about the law administering some part of your
arrangement, look at it.
 Run with your gut. As of late we were in a transaction with an organization and a
man in one division of the organization recommended that we not advise another
division of an activity we wanted to take. One partner said, "These equitable
notices what he was stating was that this arrangement point basically did not feel
right. Telling the individuals from the other division what we were doing, despite

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Ethics and Trust in Negotiation

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