N-8 Ethics in Negotiation

When we talk about ethic that means we are talking about what is right or wrong. Ethics have four different approach to ethical reasoning. The first called “end-result ethics”, the second called ”duty ethics”, the third represent a form of ”social contract ethics”, Finally, the fourth may be called personalistic ethics”

In negotiation, we use negotiation tactics that bring issues of ethicality into play. Most of the ethics in negotiation are concerned with standards of truth telling. Ethically ambiguous tactics typically grow out of a desire to increase one’s negotiating power by manipulating the landscape of information in the negotiation

The consequences of unethical is a negotiator who employs an unethical tactic will experience positive or negative consequences. The consequences are based on: effectiveness – whether the tactic is effective, reactions of others – how the other person, constituencies, audiences evaluate the tactic, reactions of self – how the negotiator evaluates the tactic, feels about using it.
Negotiators frequently overlook the fact that, although un ethical or expedient tactics may get them what they want in the short run, these same tactics typically lead to tarnished reputations and diminished effectiveness in the long run.