Ethics in Negotiation
FACULTY OF INTERNATIONAL COMMUNICATION
DIPLOMATIC ACADEMY OF VIETNAM
Midterm essay
Subject: Negotiation skills
Assignment topic: ETHICS IN NEGOTIATION
Lecturer: Mrs. Cat Ngoc
Faculty of international politics and diplomacy
Diplomatic Academy of Vietnam
Prepared by: Group 4
Phan Thị Diệu Ly – TT38A
Đặng Ngọc Tâm Đan – TT38A
Nghiêm Thúy My – TT38A
Mai Phương Anh – TT38A
Bùi Hồng Nhung – TT38A
Hoàng Thảo Thùy Trang – TT38A
Hà Trang Vân – TT38B
Đinh Đức Duy – TT38B
Hanoi, April 2013
TABLE OF CONTENT Table of content 2 List of tables 3 Introduction 4 Chapter 1: The meaning of ethics and how do they apply to negotiation 5 1.1 The definition of ethics 5 1.2 How do they apply to negotiation? 6 Chapter 2: Major types of ethical and unethical conduct likely occur in negotiation 8 2.1 How do negotiators choose to use ethical or unethical tactics? 8 2.2 Ethical tactics in Negotiation are mostly about truth telling 9 2.3 Typologies of deceptive tactics 10 2.4 The motivation to behave unethically 10 2.4.1 What does “unethical behavior” mean? 11 2.4.2 The motivation to behave unethically in negotiation 13 2.4.3 Consequences of unethical behavior in negotiation 16 2.5 Explanations and Justifications 17 Chapter 3: The ways negotiators deal with the other party’s use of deception 20 3.1 Ask probing questions 20 3.2 Recognize the tactics 21 Summary 23 References 24
List of tables Table 1.1 Differences between ethics and morals 5 Table 1.2 Four standards for judging strategies and tactics in business and negotiation 6 Table 1.3 Ethics types 6
INTRODUCTION
Negotiation is one of the most important parts in our life. We negotiate whatever we need and wherever we can. Businessman, children, lawyers, police, diplomat…all need to negotiate. Even peace or war sometimes depends on the success or not of negotiation.
Not all of negotiation can reach the success because negotiators do not
DIPLOMATIC ACADEMY OF VIETNAM
Midterm essay
Subject: Negotiation skills
Assignment topic: ETHICS IN NEGOTIATION
Lecturer: Mrs. Cat Ngoc
Faculty of international politics and diplomacy
Diplomatic Academy of Vietnam
Prepared by: Group 4
Phan Thị Diệu Ly – TT38A
Đặng Ngọc Tâm Đan – TT38A
Nghiêm Thúy My – TT38A
Mai Phương Anh – TT38A
Bùi Hồng Nhung – TT38A
Hoàng Thảo Thùy Trang – TT38A
Hà Trang Vân – TT38B
Đinh Đức Duy – TT38B
Hanoi, April 2013
TABLE OF CONTENT Table of content 2 List of tables 3 Introduction 4 Chapter 1: The meaning of ethics and how do they apply to negotiation 5 1.1 The definition of ethics 5 1.2 How do they apply to negotiation? 6 Chapter 2: Major types of ethical and unethical conduct likely occur in negotiation 8 2.1 How do negotiators choose to use ethical or unethical tactics? 8 2.2 Ethical tactics in Negotiation are mostly about truth telling 9 2.3 Typologies of deceptive tactics 10 2.4 The motivation to behave unethically 10 2.4.1 What does “unethical behavior” mean? 11 2.4.2 The motivation to behave unethically in negotiation 13 2.4.3 Consequences of unethical behavior in negotiation 16 2.5 Explanations and Justifications 17 Chapter 3: The ways negotiators deal with the other party’s use of deception 20 3.1 Ask probing questions 20 3.2 Recognize the tactics 21 Summary 23 References 24
List of tables Table 1.1 Differences between ethics and morals 5 Table 1.2 Four standards for judging strategies and tactics in business and negotiation 6 Table 1.3 Ethics types 6
INTRODUCTION
Negotiation is one of the most important parts in our life. We negotiate whatever we need and wherever we can. Businessman, children, lawyers, police, diplomat…all need to negotiate. Even peace or war sometimes depends on the success or not of negotiation.
Not all of negotiation can reach the success because negotiators do not