Ethics and Trust in Negotiation

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

Ryan Scott
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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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Subject
Business Management

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