Page 269 - DMGT519_Conflict Management and Negotiation Skills

Unit 12: Ethics in Negotiation

12.16 Keywords Notes

Accommodation: One party adapts to the ethics of the other.
Avoiding: One party simply chooses to ignore or not deal with the conflict.

Compensation: 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. From the Western perspective, many developing nations pay incredibly low wages.

Discrimination: Many societies give preference to members of certain groups. Race, ethnicity,
age, gender, geographic region, and religion are variables used to discriminate. In some cultures,
not being a native of the society is a basis for employment discrimination.
Education-persuasion: One party attempts to convert others to its position through providing
information, reasoning or appeals to emotion.
Forcing: One party forces its will upon the other. Forcing is often used when one party is
stronger than the other.

Infiltration: One party introduces its cultural values to another society hoping that an appealing
idea will spread.
Negotiation-compromise: Both parties give up something to negotiate a settlement.

Trust Negotiation: It is an approach to gradually establishing trust between strangers online
through the iterative exchange of digital credentials.

12.17 Review Questions

1. Define Ethics, fairness and trust in Negotiation.

2. Define Values and Behaviors in Negotiation.
3. Discuss about appropriate or inappropriate negotiation tactics.
4. Explain about bases and relationship in negotiating trust.
5. Describe Ethics as a Competitive advantage in global business.
6. Describe about cross culture Ethical Issues.

7. What are the internal ethical issues of a organization?
8. Describe Ethics as a Competitive advantage in global business.
9. What are the consequences of Unethical Conduct?

10. Discuss about applying Ethical Reasoning to Negotiation.
Answers: Self Assessment

1. Ethics 2. Ethics
3. Human 4. Work Character
5. Bribes 6. (c)
7. (d) 8. (a)

9. (b) 10. False
11. True 12. False

LOVELY PROFESSIONAL UNIVERSITY 263