THE ROLE OF ETHICS IN

NEGOTIATION PROCESS

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INTRODUCTION
Negotiation as a process which involves:
1. Strategic Discussion
2. Providing solution for an issue
3. Acceptable to both the parties
4. Allocation of scarce resources
5. Mixed motive of competition and cooperation
6. A very essential component of the negotiators behaviour is
ethics.

ETHICS DEFINED
System of values and moral principles
Standards which governs ones behaviour
Means of deciding what is fair, honest and correct

IMPORTANCE OF ETHICAL BEHAVIOUR IN

NEGOTIATION
Why is ethics important?
Easy to achieve win-win situation by being fair and honest
Protect your reputation

ETHICAL NEGOTIATIONS
The following skills assist in making negotiations ethical:
Knowledge of what is not negotiable
Honesty
Keeping promises
Familarity with law
Having several options
Keeping promises
Willingness to say no
Follow your instinct

APPROACHES TO ETHICAL REASONING

Personality Ethics
Social Contract Ethics
Duty Ethics
End Result Ethics

GOLDEN RULES FOR TESTING ETHICAL

BEHAVIUOR
What is legally correct?
What meets the expectations?
What can be justified?
What is fair to everyone?
What is correct as well as acceptable?

BASIS OF NEGOTIATION ETHICS

Treating all negotiation partners with honesty
Maintaining transparency
Main reason for negotiation should be conflict resolution
Feelings of the opponents should not be hurt - Treat others like you want to be
treated

CONCLUSION
The basis for reaching an effective as well as negotiated agreement relies completely
on the desire of the negotiating parties.
They should be willing to share accurate information accurate which is in sync with
their priorities and interests.

REFERENCES
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Thank You!
Questions?