Avoid Unethical Behavior
As discussed on our "Why Be Ethical?" page, there are many reasons to avoid unethical behavior. Not surprisingly, most people think that they are more ethical than others in a negotiation. This is due to a process known as MORAL DISENGAGEMENT, during which individuals persuade themselves that questionable behavior is morally acceptable in certain situations. One example of the phenomenon: imagine you have to negotiate with a used car dealer. Car dealers are notorious for utilizing questionable negotiation tactics. Therefore, you might make yourself believe unethical behavior is justified in this negotiation.
LYING is often one of the biggest temptations to engage in unethical behavior in a negotiation. Many managers report lying in negotiations and believe they have been lied to. Often times, the core issue with lying is that it unethical behavior that often directly trades doing the right thing with short-term benefits. The consequences consequences for lying are vast, including destroying credibility and lawsuits.
For a list of unethical behaviors in negotiations, please visit our "SINS Model" page.
LYING is often one of the biggest temptations to engage in unethical behavior in a negotiation. Many managers report lying in negotiations and believe they have been lied to. Often times, the core issue with lying is that it unethical behavior that often directly trades doing the right thing with short-term benefits. The consequences consequences for lying are vast, including destroying credibility and lawsuits.
For a list of unethical behaviors in negotiations, please visit our "SINS Model" page.
As discussed on the "Why Be Ethical?" page, there are short and long-term consequences to unethical behavior. Of course, the biggest short-term concern is that unethical behavior results in a NO DEAL, when a good deal for both parties was attainable. The short-term effects of unethical behavior in negotiations are humorously described in the below video:
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