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Pretty Bhalla, Lovely Professional University Unit 12: Ethics in Negotiation

Unit 12: Ethics in Negotiation Notes

CONTENTS
Objectives
Introduction
12.1 Ethics

12.2 Nature and Value of Management Ethics
12.2.1 Individual Character Ethics
12.2.2 Work Character Ethics
12.2.3 Professional Character Ethics
12.3 Four Perspectives on Ethics

12.3.1 Ethics and Individual Behaviour
12.3.2 Organizational Ethics
12.4 Internal Ethical Issues
12.5 Child Labour
12.6 Applying Ethical Reasoning to Negotiation
12.7 Ethics versus Prudence versus Practicality versus Legality

12.8 The Consequences of Unethical Conduct
12.8.1 Explanations and Justifications
12.9 Detecting Deception
12.10 Cross-cultural Ethical Issues
12.11 Resolving Ethical Issue

12.12 Ethics as a Competitive Advantage in Global Business
12.13 Implications for Managers
12.14 Ethics in Negotiations
12.15 Summary
12.16 Keywords
12.17 Review Questions
12.18 Further Readings

Objectives

After studying this unit, you will be able to:
 Define and explain ethics, fairness and trust in negotiation

 Discuss about values and behaviors in negotiations
 State the substantive and procedural fairness in negotiation
 Discuss bases and relationship in negotiating trust

LOVELY PROFESSIONAL UNIVERSITY 245