Podcast
Questions and Answers
How do ethics differ from morals?
How do ethics differ from morals?
- Ethics are broadly applied social standards, while morals are personal beliefs. (correct)
- Ethics involve adherence to laws, while morals are based on community customs.
- Ethics determine the rightness of an action, while morals evaluate the consequences.
- Ethics are personal beliefs, while morals are applied social standards.
Which ethical framework would most likely justify lying to get the best possible outcome in a negotiation?
Which ethical framework would most likely justify lying to get the best possible outcome in a negotiation?
- Duty ethics
- Social contract ethics
- Personalistic ethics
- End-result ethics (correct)
A negotiator justifies using a questionable tactic by stating that it's common practice in their industry. Which ethical standard aligns with this justification?
A negotiator justifies using a questionable tactic by stating that it's common practice in their industry. Which ethical standard aligns with this justification?
- End-result ethics.
- Personalistic ethics.
- Duty ethics.
- Social contract ethics. (correct)
Which of the following scenarios best exemplifies the application of duty ethics in negotiation?
Which of the following scenarios best exemplifies the application of duty ethics in negotiation?
In a negotiation, a person decides to use a tactic based on their individual sense of what is right and wrong, regardless of the potential consequences or social norms. Which ethical framework are they employing?
In a negotiation, a person decides to use a tactic based on their individual sense of what is right and wrong, regardless of the potential consequences or social norms. Which ethical framework are they employing?
A software company is negotiating a contract with a client. The company knows that a key feature promised in the contract won't be available on time, but they don't disclose this to the client. Which ethical approach is being violated, and why?
A software company is negotiating a contract with a client. The company knows that a key feature promised in the contract won't be available on time, but they don't disclose this to the client. Which ethical approach is being violated, and why?
A real estate agent is selling a property with a known plumbing issue. They decide not to disclose this issue, believing that a sale will ultimately benefit both them and the buyer (who will get a good deal). Which ethical framework best describes their reasoning?
A real estate agent is selling a property with a known plumbing issue. They decide not to disclose this issue, believing that a sale will ultimately benefit both them and the buyer (who will get a good deal). Which ethical framework best describes their reasoning?
A junior negotiator is deciding whether to inflate their budget to appear more financially stable during a partnership negotiation. They're torn, but ultimately decide to do it because they believe it's commonplace in their industry and necessary to secure the deal. Which ethical perspective is most influencing their decision?
A junior negotiator is deciding whether to inflate their budget to appear more financially stable during a partnership negotiation. They're torn, but ultimately decide to do it because they believe it's commonplace in their industry and necessary to secure the deal. Which ethical perspective is most influencing their decision?
In personalistic ethics, what primarily influences whether a negotiator considers acting dishonestly acceptable?
In personalistic ethics, what primarily influences whether a negotiator considers acting dishonestly acceptable?
Which of the following best describes the distinction between 'prudent' and 'ethical' behavior in negotiation?
Which of the following best describes the distinction between 'prudent' and 'ethical' behavior in negotiation?
What is the primary difference in how individuals typically perceive their own unethical negotiation tactics compared to those used by opponents?
What is the primary difference in how individuals typically perceive their own unethical negotiation tactics compared to those used by opponents?
What creates the 'dilemma of trust' in negotiations?
What creates the 'dilemma of trust' in negotiations?
What results from 'dilemma of honesty' in negotiations?
What results from 'dilemma of honesty' in negotiations?
Which of the following is the LEAST ethically ambiguous tactic in negotiation, assuming no prior agreement on conduct?
Which of the following is the LEAST ethically ambiguous tactic in negotiation, assuming no prior agreement on conduct?
A negotiator feigns anger during a discussion to pressure the other party into making concessions. Under which ethically ambiguous tactic does this fall?
A negotiator feigns anger during a discussion to pressure the other party into making concessions. Under which ethically ambiguous tactic does this fall?
Which ethically ambiguous tactic involves spreading false or misleading information about an opponent to damage their standing among their peers or within their network?
Which ethically ambiguous tactic involves spreading false or misleading information about an opponent to damage their standing among their peers or within their network?
Flashcards
Ethics
Ethics
Broadly applied social standards for right and wrong in a situation, or a process for setting those standards.
Morals
Morals
Personal beliefs about what is right and wrong.
End-result ethics
End-result ethics
Ethical approach where actions are judged by their consequences; maximize the good.
Duty ethics
Duty ethics
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Social contract ethics
Social contract ethics
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Personalistic ethics
Personalistic ethics
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End-result & Deception
End-result & Deception
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Duty ethics & Honesty
Duty ethics & Honesty
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Prudent
Prudent
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Practical
Practical
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Legal
Legal
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Justifying Unethical Tactics
Justifying Unethical Tactics
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Ethically Ambiguous Tactics
Ethically Ambiguous Tactics
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Traditional Competitive Bargaining
Traditional Competitive Bargaining
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Study Notes
- Ethics are broadly applied social standards in a particular situation, or a process for setting those standards.
- They differ from morals, which are personal beliefs.
Ethical Standards
- End-result ethics: The rightness of an action is determined by evaluating the pros and cons of its consequences.
- Duty ethics: The rightness of an action is determined by an obligation to adhere to principles, laws, and social standards.
- Social contract ethics: The rightness of an action is based on the customs and norms of a particular community.
- Personalistic ethics: The rightness of the action is based on one’s own conscience and moral standards.
Ethical Reasoning
- End-result ethics may lead to doing whatever is necessary, including lying, to get the best outcome.
- Duty ethics might lead to rejecting tactics that involve outright lies due to an obligation to never engage in subterfuge.
- Social contract ethics bases tactics on community conduct; deception is acceptable if others use it.
- Personalistic ethics relies on one's conscience to decide if dishonest actions align with one's moral identity.
Ethics Versus Prudence Versus Practicality Versus Legality
- Ethical: Appropriate as determined by some standard of moral conduct.
- Prudent: Wise, based on trying to understand the efficiency of the tactic and the consequences on the relationship.
- Practical: What a negotiator can actually make happen in a given situation.
- Legal: What the law defines as acceptable practice.
Ethical Conduct in Negotiation
- Negotiators may use unethical tactics due to factors in the social environment, not just immoral character.
- People tend to attribute others' negative behavior to personality but justify their own similar behavior based on situational factors.
- Negotiators might view an opponent's ethically questionable tactic as unprincipled.
- If the negotiator uses the same tactic, they may rationalize it as a justified deviation from principles for a specific reason.
Ethically Ambiguous Tactics and Truth
- Ethically ambiguous tactics may or may not be improper, depending on a person’s ethical reasoning and circumstances.
- Effective agreements depend on sharing accurate information, but negotiators want to disclose little about their positions.
- Dilemma of trust: A negotiator who believes everything the other says can be manipulated by dishonesty.
- Dilemma of honesty: A negotiator who tells the other party all they require will never do better than their walkaway point.
Types of Ethically Ambiguous Tactics
- Traditional competitive bargaining: Not disclosing walkaway, making an inflated opening offer.
- Emotional manipulation: Faking anger, fear, disappointment; faking elation or satisfaction.
- Misrepresentation: Distorting information or negotiation events when describing them to others.
- Misrepresentation to opponent’s networks: corrupting your opponent’s reputation with their peers.
- Inappropriate information gathering: Bribery, infiltration, spying, and so on.
- Bluffing: Insincere threats or promises.
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Description
Explore ethical standards: end-result, duty, social contract, and personalistic ethics. Understand how each framework influences decision-making and reasoning in various situations. Differentiating morals from broadly applied social standards in specific contexts.
