Negotiations Essay Example | Topics and Well Written Essays - 1000 words

Negotiations - Essay ExampleThe requirement to move the opp onenessnts from their preferred solution could motivate individuals involved to go against contemporary ethical standards they could expend inappropriate influence tactics so as to gain compliance from the other. Guasco and Robinson put the ethical argument in context noting that what is one negotiators appropriate tactic is anothers unethical trick (2007, p. 135). Approaches to ethical reasoning In business negotiation, various standards have been used to evaluate tactics, as identified by Lewicki, Barry and Saunders (2007). The end result tactic would be applied where the negotiator chooses to adopt an action based on the expected results. Duty morality would cause the negotiator to choose a course of action based on such persons duty to uphold suitable rules and principles. The third gear standard referred to the fact social contract would cause one to choose a specific course of action based on the strategy, values an d norms of an system or community they exist in. Finally, personality ethics would cause one to choose to follow a specific course of action based on personal convictions. ... Here, the negotiator aims at distorting the settlement point. For example, a buyer willing to spend up to $10,000 on machinery could indicate to the buyer the willingness not to spend more(prenominal) than $8,000. This tactic has been noted to be necessary in creating a rationale that would make the opponent make concessions. According to Lewicki, Barry and Saunders (2007), negotiators who make extreme demands and have the opponents bind in achieve favorable settlements. In bluffing negotiation tactic, the negotiator would anomalously state the intention to perform an act. These have been described by Lewicki, Barry and Saunders (2007) as false threats and acts. For example, a negotiator could threaten to undertake a specific course of action should the opponent fail to perform a specific task. But this wo uld be said without any intention to live up to the stated consequences. Guasco and Robinson (2007) argue about the unethical form of bluffing such as the one where a seller lies to a buyer of a prospect who has bid a higher price for a car, yet in real sense no one else has participated in negotiations. Therefore, the scholars liken bluffing in negotiation to poker. With falsification, erroneous or incorrect information would be introduced as if it were true (Lewicki, Barry & Saunders, 2007). Some examples include erroneous pecuniary information, false guarantees and warranties. Falsification could be printed or spoken and would be aimed at using erroneous information to distort actual facts, thus changing the positioning of the opponent. The fourth negotiation tactic, as identified by Lewicki, Barry and Saunders (2007), is known as deception. Here, the tactic would attempt to manipulate the logical and inferential processes of the opponent so as to cause incorrect deduction or