Model of Ethical Decision Making Florida State niversity伦理决策过程模型佛罗里达州立大学.pptVIP

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2018-06-19 发布于福建
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Model of Ethical Decision Making Florida State niversity伦理决策过程模型佛罗里达州立大学.ppt

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Model of Ethical Decision Making Florida State niversity伦理决策过程模型佛罗里达州立大学

Ethics In Negotiation “Ethics are broadly applied social standards for what is right or wrong in a particular situation” (LSM p. 164) Does negotiation raise ethical issues? Are there widely-accepted standards for judging ethical behavior in negotiation that LSM recommend? What standards might be used? Ethics: Right and wrong Prudence: Effectiveness Practicality: Expedience, efficiency Ethical Standards for Negotiation Hitt suggests four possible standards for evaluating business and negotiation Expected results, return (profit, or an “end result ethic”) Law (a “rule ethic”) Strategy and values of one’s organization (“social contract ethic”) Personal convictions or conscience (“personalistic ethic”) Carr: Like poker, bluffing, concealment, etc. are a normal part of business dealings Simple Model of Ethical Behavior/Unethical Behavior (UB) Model of Ethical Decision Making: Intent and Motivators Basic function (Intent): Increase power by changing balance of accurate information Lies of commission: Active deception Lies of omission: Not saying what we should? Typical motives Profit (often that’s why we negotiate) Competition (winning at any cost) Justice (to remedy perceived unfairness) Distributive (Equality, Equity, or Need) Procedural (Being treated fairly) Two wrongs make a right? Cooperation/Competition assumptions matter Model: Common Marginal/Unethical Tactics Some common tactics Misrepresentation (lies) Bluffing (false threat or promise) Falsification (factually erroneous info) Deception (leading to wrong conclusion) Selective disclosure/misrepresentation to constituencies (to play one against the other) Appears to be a fuzzy line between falsification and deception for MBA students/Execs How fuzzy is it? (MBA/Exec Study) Unethical (#17 of 18) “Gain information about an opponent’s negotiating position by trying to recruit or hire one of your opponent’s key subordinates” (on the condition they reveal confidential info) Ethical (#1 of 18) “Gain informati