Ethics
Moral Compass
Definition: Ethics
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What is ethics?
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Branch of philosophy that deals with issues of
right and wrong in human affairs.
Reputation
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How do we judge the reputation/ethics of
us/others as negotiators?
Questionable Strategies
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Lying
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Traditional Competitive Bargaining
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Bluffing
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Falsification (i.e. lies of commission)
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Deception (i.e. lies of omission)
FYI
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People who engage in negotiations with strangers
are more likely to use unethical behavior.
Men are more unethical in negotiations than
women.
People who attend religious services on a regular
basis are considered more ethical during
negotiations.
In a study done with MBA students, engineers
seemed most likely to engage in unethical
behavior, while those in environmental science
were least likely to engage in unethical behavior.
The older a person is, the less likely that he/she
will engage in unethical behavior.
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Is there ever a time that you would have
to lie during a negotiation?
People Lie When…
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Lie for a lie
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One shot deal
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Won’t get caught
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Life or death
Self-Perception & Lies
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People think they are behaving ethically.
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Illusion of Superiority
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Similar to confirmation bias
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Illusion of Control
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Overconfidence
Tests of Ethics
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Front Page Test
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Reverse Golden Rule
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Role Modeling
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Getting Advice