Ethical to negotiate not only the "right thing to do," but also effective in achieving the desired results? Different ethical criteria (the Golden Rule, universalism, utilitarianism, distributive justice) are used to evaluate ten commonly used negotiation tactics (false advertising, fraud, weakening the enemy, strengthen their own positions of their non-disclosure of the information service, a change of mind, distraction and maximize ). Some tricks are unethical negotiations without conditions, and some are inherently ethical and some are shareware ethical. Unethical negotiations can take advantage of the former, but in the long run it hurts relationships blurs reputation, and actually closes the door on many potentially productive operations. "Hide
by H. Joseph Reitz, James A. Wall, Jr., Mary Sue Love Source: Business Horizons 10 pages. Publication Date: May 15, 1998. Prod. #: BH004-PDF-ENG
Related Case Solutions & Analyses:
Supply Chain Management at International Automotive
Wal-Marts Katrina Aid
Integron Inc.: The Integrated Components Division (ICD)
Scope of the Corporation
Citibank: Global Customer Management
Seligram Inc.: Electronic Testing Operations
Job of the General Manager
How Virtuality Impacts the Way Teams Work
United Rentals (A)
Ford vs. GM: The Evolution of Mass Production (A)
