Page 267 - DMGT519_Conflict Management and Negotiation Skills

Unit 12: Ethics in Negotiation

value’, pushing their self-interest, and using strategies and behaviours that could be seen as Notes
manipulative or deceptive. None of the parties in the negotiation can afford to have the other
party begin to distrust or disbelieve it. Indeed, the purpose of the negotiation is to develop
mutual trust and understanding. The negotiator must always keep in mind that he is going to
work closely with the other parties to the negotiation, in implementing the agreement. If he
bluffs or deceives, it will create problems in implementation later.

In real life, we accept a certain amount of power play, and even bluff and deception. So long as
the behaviour is acceptable, it could be said to be ethical in negotiation. But when it is counter
productive, it also ceases to be ethical. We are not, therefore, talking about an absolute standard
of ethical behaviour. If the continuance of the negotiation and its implementation is jeopardised,
that behaviour is not suitable. So long as the negotiation makes progress and nothing that is said
or done will affect the commitment of all parties to implement the agreement, it is ethical. The
negotiator is the best judge during the negotiation to decide as to what is right or ethical.
Even if there are valid substantive reasons for a dismissal, an employer must follow a fair
procedure before dismissing the employee. Procedural fairness may in fact be regarded as the
“rights” of the worker in respect of the actual procedure to be followed during the process of
discipline or dismissal.

Self Assessment

Multiple Choice Questions:
6. Immanuel Kant believed “reason” to be the building principle of human actions. Do unto
others as you would have them do unto you. This belief is found in which theory?
(a) Ethics of purpose (b) Ethics of content
(c) Ethics of principle (d) Ethics of consequence

7. John Stuart Mills believed that the “result” of an action determined the morality of the
action – not the purpose or the principle used. The ends justify the means. This belief
reflects the philosophy of which theory?
(a) Ethics of purpose (b) Ethics of content
(c) Ethics of principle (d) Ethics of consequence

8. Values are said to be both self-centered and social-centered because
(a) They involve both the individual and society
(b) They are based on selfish motives
(c) They make it easier for people to get along

(d) They describe what people do rather than what they should do
9. Substantive fairness of a negotiation may be seen in the Fairness-Substantive and Procedural
Fairness in negotiation
(a) Way the parties communicate
(b) The distribution of value from the negotiation
(c) Winning party’s assessment of the negotiation

(d) Equal treatment of the parties

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