Negotiation – Ethics in negotiation
This chapter discusses factors that negotiators consider when they decide whether particular tactics are unethical. The study of ethically ambiguous tactics was approached from a decision-making framework. The authors proposed that that a negotiator’s decision to use ethically ambiguous tactics typically originates from a desire to increase one’s negotiating power by manipulating the landscape of information available.
The use of unethical tactics may deliver a short-term advantage but the damage to a reputation may lead to diminished effectiveness in the long term.
From my own experience, the use of unethical tactics by the other party sometimes originates from one’s own lack of information. This leaves an open field to the unethical party to manipulate the available information to gain an advantage. President Reagan’s strong negotiating style with the Soviets on the issues of nuclear disarmament during his presidency was famously quoted as saying: "Trust but verify". That, to me, seems to be a very effective tactic to ensure ethical behavior from the other party.
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