Ana Negotiation w5
Transcript of Ana Negotiation w5
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NEGOTIATION 7eLewicki ▪ Saunders▪ Barry
RM 2053
Negotiation
TechniquesDR HJH AIDA NASIRAH ABDULLAH
UNIVERSITI PERTAHANAN NASIONAL MALAYSIA
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Chapter 5
ETHICS INNEGOTIATION
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HAT !O E "EAN B# ETHICS AN!
H# !O THE# "ATTE$ IN NEGOTIATION%
Ethics:$ Are broadly applied social standards for
what is right or wrong in a particularsituation, or a process for setting thosestandards
$ Grow out of particular philosophieswhichDe ne the nature of the world in which welive
Prescribe rules for living together© 2015 by McGraw-Hill Education. This is proprietary material solely or authori!ed instructor use."ot authori!ed or sale or distribution in any manner. #-%
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&O'$ A(($OACHES
TO ETHICAL $EASONING$$ocial contract ethics
he rightness of an action is based on the
custo!s and nor!s of a particular society orco!!unity
$Personalistic ethics he rightness of the action is based on one#sown conscience and !oral standards
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$ESOL)ING "O$AL ($OBLE"S
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*'ESTIONS O& ETHICAL CON!'CT
THAT A$ISE IN NEGOTIATION$ %sing ethically a!biguous tactics: &t#s
'!ostly( all about the truth$ &dentifying ethically a!biguous tactics
and attitudes toward their use)hat ethically a!biguous tactics are there*Does tolerance for ethically a!biguoustactics lead to their actual use*&s it o+ay to use ethically a!biguous tactics*
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*'ESTIONS O& ETHICAL CON!'CT
THAT A$ISE IN NEGOTIATION$Deception by o!ission versus
co!!ission!ission failing to disclose infor!ation that
would bene t the other.o!!ission actually lying about theco!!on-value issue
$ he decision to use ethically a!biguoustactics: A !odel
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H# 'SE !ECE(TI)E TACTICS%
"OTI)ES AN! CONSE*'ENCES
$ he power !otive he purpose of using ethically a!biguous
negotiating tactics is to increase thenegotiator#s power in the bargainingenviron!ent
$ ther !otives to behave unethically/egotiators are !ore li+ely to see ethicallya!biguous tactics as appropriate if theyanticipate that the other#s e0pected!otivation would be !ore co!petitive
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"O!EL O& !ECE(TION IN NEGOTIATION
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THE CONSE*'ENCES O&
'NETHICAL CON!'CTA negotiator who e!ploys an unethical
tactic will e0perience positive ornegative conse"uences heconse"uences are based on:
$ E2ectiveness whether the tactic ise2ective
$ 3eactions of others how the otherperson, constituencies, and audiencesevaluate the tactic
$3eactions of self how the negotiatorevaluates the tactic, feels about usin
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E+(LANATIONS AN! ,'STI&ICATIONS
he pri!ary purpose of e0planationsand 4usti cations is:
$ o rationali5e, e0plain, or e0cuse thebehavior
$ o verbali5e so!e good, legiti!atereason why this tactic was necessary
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$ATIONALI-ATIONS &O$
'NETHICAL CON!'CT$ he tactic was unavoidable$ he tactic was har!less$ he tactic will help to avoid negative
conse"uences$ he tactic will produce good
conse"uences, or the tactic isaltruistically !otivated$ 6 hey had it co!ing,7 or 6 hey deserve
it,7 or 6! 4ust getting !y due7© 2015 by McGraw-Hill Education. This is proprietary material solely or authori!ed instructor use."ot authori!ed or sale or distribution in any manner. #-1%
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$ATIONALI-ATIONS &O$
'NETHICAL CON!'CT$ 6 hey were going to do it anyway, so &
will do it rst7$ 68e started it7$ he tactic is fair or appropriate to the
situation
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A "O$E CO"(LE+ "O!EL O&
!ECE(TIONIN NEGOTIATION
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HAT &ACTO$S SHA(E ANEGOTIATO$.S ($E!IS(OSITIONTO 'SE 'NETHICAL TACTICS%
$De!ographic factors$e0
)o!en tend to !a+e !ore ethically rigorous 4udg!ents than !en
Age and e0perience9oth !en and wo!en behave !ore ethically asthey age&ndividuals with !ore general wor+ e0perience, andwith direct wor+ e0perience, are less li+ely to useunethical negotiating tactics
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HAT &ACTO$S SHA(E ANEGOTIATO$.S ($E!IS(OSITIONTO 'SE 'NETHICAL TACTICS%
$ De!ographic factors 'cont (Professional orientation
People in di2erent professions di2er on 4udg!ents ofperceived appropriateness
/ationality and culture$igni cant di2erences are found across di2erentnationalities and cultural bac+grounds
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HAT &ACTO$S SHA(E ANEGOTIATO$.S ($E!IS(OSITIONTO 'SE 'NETHICAL TACTICS%
$ Personality di2erences.o!petitiveness versus cooperativeness
;achiavellianis!$o!e individuals are !ore willing and able conartists
Are !ore li+ely to lie when they need to
9etter able to lie without feeling an0ious about it
;ore persuasive and e2ective in their lies
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HAT &ACTO$S SHA(E ANEGOTIATO$.S ($E!IS(OSITIONTO 'SE 'NETHICAL TACTICS%
$ Personality di2erences 'cont (
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HAT &ACTO$S SHA(E ANEGOTIATO$.S ($E!IS(OSITIONTO 'SE 'NETHICAL TACTICS%
$ ;oral develop!ent and personalvalues
Preconventional level '$tages 1 and =(&ndividual is concerned with concrete outco!esthat !eet his or her own i!!ediate needs,particularly e0ternal rewards and punish!ents
.onventional level '$tages > and ?(&ndividual de nes what is right on the basis ofwhat i!!ediate social situation and peer groupendorses or what society in general see!s to want
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HAT &ACTO$S SHA(E ANEGOTIATO$.S ($E!IS(OSITIONTO 'SE 'NETHICAL TACTICS%
$ ;oral develop!ent and personal values'cont (
Principled level '$tages @ and (&ndividual de nes what is right on the basis of so!ebroader set of universal values and principles
he higher the stage people achieve:;ore co!ple0 their !oral reasoning should be;ore ethical their decisions should be
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HAT &ACTO$S SHA(E ANEGOTIATO$.S ($E!IS(OSITIONTO 'SE 'NETHICAL TACTICS%
$ .onte0tual inBuences on unethicalconduct
Past e0perience3ole of incentives.haracteristics of the other party3elationship between the negotiator and theother party3elative power between the negotiators;ode of co!!unicationActing as an agent versus representing yourown© 2015 by McGraw-Hill Education. This is proprietary material solely or authori!ed instructor use."ot authori!ed or sale or distribution in any manner. #-22
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H/w Can Ne0/tiat/rs !ea1 ith the
Other (arty.s 'se /2 !ecepti/n%$ As+ probing "uestions$ Phrase "uestions in di2erent ways$ Corce the other party to lie or bac+ o2 $ est the other party$ 6.all7 the tactic
$ &gnore the tactic$ Discuss what you see and o2er to helpthe other party change to !ore honestbehaviors
$ 3espond in +ind© 2015 by McGraw-Hill Education. This is proprietary material solely or authori!ed instructor use."ot authori!ed or sale or distribution in any manner #-2%