Ethics

1
Ethics

• Negotiators who value personal integrity can be
  counted on to negotiate consistently, using a
  thoughtful set of personal values that they could
  if necessary, explain and defend to others.

2
Ethics

• Darryl Sifford and the World Globe
• Ethical or Not?

3
Ethic Schools

• Poker School Its a game
• Pragmatist School What comes around goes
  around
• Idealist school Do the right thing even if it
  hurts

4
Ethics

• Do you have another offer on that property?
• Poker
• Pragmatist
• Idealist

5
Consequences

• Terminated relationship
• Loss of self-esteem
• Damaged reputation

6
Stories

• Dale Singer
• Bonnie Chajet

7
Tips

• Beware of transaction
• Use relationships wisely
• Probe, probe, probe
• Be assertive persistent

8
Lessons

• Addictive nature of lying
• Maintain your own standards
• Aim High!

9
Seven Clusters ofMarginally Ethical Tactics

• F M
• Traditional competitive bargaining 5.45 5.52
• Attacking opponents network 1.62 2.02
• False promises 1.76 2.18
• Misrepresentation 2.82 3.11
• Inappropriate information gathering 1.93 2.53
• Strategic misrepresentation of positive
  5.09
• emotions
• Strategic misrepresentation of negative
  4.82
• emotions