英语专业 国际贸易与实务chapter 8

There is an analyzing process to define what is ‘right’, ‘just’ and ‘fair’. (Figure8.1)
Ⅲ Ethical conduct in negotiation
1. Ethically Ambiguous Tactics Definition of ambiguous Most of the ethics issues in negotiation are concerned with standards of truth telling instead of focused on what the negotiators really do. (three questions) Q1 How to define truth? Q2 How to deal with deviations? Q3 When is the right time not to tell the truth?
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Ⅱ Ethical Issues

Ethics defined

Applying ethical reasoning to negotiation Ethics versus prudence versus practicality versus legality
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Ethics Defined
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Ⅴ How can negotiators deal with the other party’s use of deception?
Some strategies help to determine whether your opponent is using deceptive tactics (Table8.3) How to deal with used deception?
ቤተ መጻሕፍቲ ባይዱ
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Ⅳ Why use deceptive tactics? Motives and consequences
1. Power motives Power is essential to negotiators. Exchange of information brings the power • Try to get more useful information as well as make full use of good information • Provide inaccurate information to others 2. Other motives Negotiation situation Culture background Anticipation of opponents’ conduct
Ethics Defined

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Four standards expected results rules and principles organizational requirements personal convictions Four approaches to ethical reasoning (Table8.1) end-result ethics duty ethics social contract ethics personalisitc ethics
Ⅰ A sampling of Ethical Quandaries


In negotiation situations, how people define ethical problems? How people tend to make ethical decisions? And how people explain their choices dealing with ethical dilemmas? Five hypothetical situations (P170-171)
Chapter Eight Ethics in Negotiation
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Understand the effect of ethics in a negotiation situation Deceptive tactics (motives, consequences and justifications) techniques to deal with used deceptions
Ⅲ Ethical conduct in negotiation
2. Identifying ethically ambiguous tactics and attitudes toward their use Six categories (Table8.2) C1 Traditional competitive bargaining C2 Emotional manipulation C3 Misrepresentation C4 Misrepresentation to opponent's networks C5 Inappropriate information gathering C6 Bluffing Is it right to use these tactics depends on personal judgment (special notes P180)
Ethics/Prudence/Practicality/Legality


Ethical: moral standards Prudent: effective outcomes Practical: possible to execute Legal: legitimate principles
Applying ethical reasoning to negotiation




end-result ethics (do whatever is necessary to ensure the best possible outcome) duty ethics (it is the obligation to be honest) social contract ethics (you just make the same choice as others) personalisitc ethics (personal conscience is the general standard)
Ⅳ Why use deceptive tactics? Motives and consequences
3. Consequences of unethical conduct Three criteria C1 Effectiveness • a learning and reinforcement process • impact on current and future intent • expectation of getting reward C2 Reactions of others • feedback of realizing the deception • destructive effects (relationship/reputation) C3 Reactions of self • feeling of discomfort/stress/guilt/remorse • large concession later as compensation • ignore or rationalize


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How to deal with used deception?
Chapter Eight Ethics in Negotiation
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A sampling of Ethical Quandaries What do we mean by ‘ethics’ and why do they matter in negotiation? What questions of ethical conduct arise in negotiation? Why use deceptive tactics? How can negotiators deal with the other party’s use of deception?
Ⅲ Ethical conduct in negotiation
4. The decision to use ethically ambiguous tactics: a simple model with three standards (Figure8.2) • effectiveness • your own feeling • others’ judgments
Ⅳ Why use deceptive tactics? Motives and consequences
4. Explanations and justifications The deception tactics are rational when: • it is unavoidable. • it is harmless. • it helps to avoid negative consequences. • it brings good consequences. • it is a form of revenge. • I need to do it first. • it is the response in kind. • it is fair or appropriate to the situation. Potential risk of leading to biases
Ⅲ Ethical conduct in negotiation
3. Deception by omission versus commission There are active and passive deceptive tactics. Omission and commission People tend to continue with a false statement instead of make a false one themselves.
1. Ethically Ambiguous Tactics

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valuable reputation for being truthful? business strategies and poker game bluffing, exaggeration and information concealment or manipulation is necessary to help maximize self-interest dilemma of trust and dilemma of honesty legality of lying in negotiation (Box8.1)



Ethics are broadly applied social standards for what is right or wrong in a particular situation, or a process for setting those standards. Ethical philosophies are different from one another but criteria used in negotiation are really no different. Ethical dilemma: potential economic benefits vs. social obligations