Ethical Pitfalls in Negotiation

0 Comment

As lying holds risk as well as ethical issues, it should be eradicated from the negotiation strategies. However, lying depends on the values, culture and situation. A lie may be accepted in Poker business but may be not acceptable in some other business. Therefore, depending on different situations and cultures the extent to which misrepresentation and lying is deemed is acceptable. Though, discretion in making statements and claims should not be perplexed with misrepresentation. A negative commitment is another pitfall in negotiation, to prove credibility, every commitment made should be executed.
It is irrational to harm ones self interest in order to hurt the opposite party. The statements of these types are generally made when one is under stress and through negative emotions. Taking an over belligerent stand very early in negotiation can turn off the opposite negotiator. Therefore, others should be allowed to open negotiation or one should practice to tone down opening statements or positions. A commitment to a process is a significant requirement. The situation is made worse, if there is failure to assert the position. As it forces the opposite negotiator to compete till the resistance is met. …
It is viewed as a war that is unfavourable to achieve the integrative prospective in most of the negotiation circumstances. Therefore, there is a need to develop listening skills and communicate clearly. If there is valid argument it needs to be addressed or at least rebutted. One should not close off to the attempts made by the other negotiator to be persuaded (Bucaro, Frank).
Ethical aspects of negotiation in today’s globalization
It is a time of encompassed values and ethics, and there is quite a lot of stress on the importance of values and ethics in day to day life. Therefore, taking personal responsibility, ethical behaviour and ethics play an even more significant role in the present business world and globalization. In any business the question of what is of good for others, be it employees, customers, family or such other relation takes priority over ones desires and needs. Generally ego takes preference over good relationship building and ethical business practices. Ego can harm and disrupt true services. Therefore, while working the job should be strived to make a difference in other people’s lives that is for the common good of the people. In simple words an ethical balance should be maintained and the central factor should be focused on others priorities. Before considering a decision, the concept of common good is of utmost importance a simple question such as what can one do to get the other cooperate can go a long way in giving precedence to other peoples needs, feelings and concerns.
Business sometimes demands to be focused narrowly. On certain times ones approach alone seems to be the best approach. However, it is essential that there are people around who can give invaluable advice to know whether one is doing what