What are Unethical Tactics in Negotiations?Unethical tactics are those meant to deceive or harm others with no overwhelming individual or societal good that outweighs the harm of deceit. Show
More often than purely unethical, a tactic may be ethically ambiguous. That is, the tactic may or may not be improper, depending on an individuals ethical reasoning and circumstances. For instance, an action may be illegal, but the individual does not hold it to be unethical. Conversely, an action may be legal but considered unethical. Back to: Negotiations & Communications Motives of the Negotiator Affect EthicsThe selection and use of a given tactic is likely to be influenced by the negotiators own motivations and his or her perception/judgment of the tactics appropriateness. What is The Power Motive?The objective is to acquire or demonstrate individual power. In the exchange of facts, arguments, and logic, it is assumed that the information is accurate and truthful. Any inaccurate and untruthful statements (i.e., lies) introduced into this social exchange manipulate information in favor of the introducer. Power motives often lead to unethical tactics such as bluffing, falsification, misrepresentation, deception, and selective disclosure, the liar gains advantage. What is a Competition Motive?When motivated to be competitive, and when expecting the other to be competitive, the negotiator would see the marginally ethical tactics as appropriate. When both parties are competitively motivated, they exhibit the greatest tendency to employ marginally ethical tactics. Motivation Affects Perception of EthicalityGenerally, a negotiator's own motivational orientation, whether cooperative or competitive, does not cause differences in their view of the appropriateness of using a tactic; rather, it is the individual's perception of the other party's motivation that affects their assessment. In other words, negotiators are significantly more likely to see marginally ethical tactics as appropriate if they anticipated that the other would be competitive versus cooperative. There is no consensus as to whether using ethically ambiguous tactics is appropriate. Examples of Ethically Ambiguous TacticsExamples of common negotiation tactics that are potentially unethical in a given situation include:
There are, however, tacitly agreed-on rules of the game in negotiation. In these rules, some minor forms of untruths or misrepresentation of one's true position to the other party, bluffs, and emotional manipulations may be seen as ethically acceptable and within the rules. Unethical Tactics in a NegotiationOutright deception and falsification are generally seen as outside the rules. Several categories of tactics that are generally seen as potentially inappropriate and unethical in negotiation, including:
When a negotiator employs unethical tactics, there is generally an underlying explanation or justification to rationalize the behavior. Justifications for Unethical TacticsCommon justifications might assert that:
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Which type of decisions are automatic responses to routine and recurring situations?Programmed decisions are repetitive and routine in nature. That is, this type of decision or response to a situation is common within the organization and largely automated. Programmed decisions are generally documented as Procedures, Policies, or Rules.
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