Page 268 - DMGT519_Conflict Management and Negotiation Skills

Conflict Management and Negotiation Skills

Notes State whether the following statements are true or false:
10. According to Aristotle’s ethics of purpose, if the purpose of a negotiation is to reach a good
end, then bad means can be used when necessary.

11. Avoiding a direct answer to a question, failing to volunteer information, puffing , and
bluffing are such well-know bargaining techniques that, while they might limit the
opponent’s access to information they due not necessarily violate the process.
12. If you have a pragmatic view of negotiation, then you believe what goes around comes
around and therefore certain negotiating tactics, such as lying or misrepresenting the
facts, are just wrong.
13. The Mutual Trust Principle requires you to reveal your “bottom line” in a negotiation
only if you have reason to believe your opponent will do the same thing.
14. You can tell if someone is bluffing about walking away from a negotiation if she takes and
action that will make it more costly for her not to follow through on the threat.

15. Deterrence based trust, formed when you believe that someone else is trustworthy because
there is a severe penalty if the person does not perform, is an example of intense trust.

12.15 Summary

 Ethics are broadly applied social standards for what is right or wrong in a particular
situation, or a process for setting those standards.
 Ethics are moral standards, not governed by law, that focus on the human consequences of
actions.
 Ethics are a product of a society’s culture that includes its traditions, customs, values and
norms.

 Individual character ethics maintains that the identification and responsible development
of the human traits of nobility.

 Work character ethics maintain that the identification and responsible development of
noble, reflective, practitioner traits at work.
 Four perspectives for understanding ethics are the descriptive, conceptual, normative,
and practical.
 Ethical conflicts develop as a result of variations in ethical codes, moral standards, social
values, and laws in different cultures.
 Many societies give preference to members of certain groups. Race, ethnicity, age, gender,
geographic region, and religion are variables used to discriminate.

 Workers’ wages vary considerably around the world. In many countries, a worker’s annual
salary may be what a person with a similar job in another country earns in a week.
 Trust can be defined as “an expression of confidence in another person.

 Trust can also serve as strategic means to ends other than relationship-building.
 Identification-based trust is grounded in empathy with another person’s desires and
intentions and leads one to “take on the other’s value because of the emotional connection
between them.

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