Ethics in Negotiation

Paper Summary:

This paper examines the relationship between two closely interconnected concepts -- negotiations and ethics. To achieve negotiation, both sides have to exchange valid information. If one or the other of the parties lies, deceives, or engages in exaggerated claims or presents false of unrealistic projections, then it is very difficult, if not impossible, to determine "win-win" trades, because the opponent does not receive accurate information. In addition, the paper shows that the unethical behavior, if detected, motivates one of the parties to withhold information about the cost and values of the issues.

From the Paper:

"DeGeorge also suggests that executives ought to seek those alternatives that produce the greatest amount of good for the greatest number of people, or to maximize the total good produced. "When seeking the greatest net good, one must consider all people likely to be affected by a set of alternatives and the array of outcomes (both good and bad) each alternative might generate for each person" (DeGeorge, 1994, 116). This comes closest to the idea of a win/win negotiation outcome. And, in the main, this ethical presupposition can and does lead to win/win events. However, the key question here (at least for the budding negotiator) is more critical."

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