Becoming an Ethical Negotiator
Negotiation is a process that requires several things: preparation, strategic thinking
and, in every case, ethics. Ethical behaviour is critical to successful negotiation.
Parties who know that negotiators have followed the...
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Becoming an Ethical Negotiator
Negotiation is a process that requires several things: preparation, strategic thinking
and, in every case, ethics. Ethical behaviour is critical to successful negotiation.
Parties who know that negotiators have followed the rules and played fairly are
more likely to feel confident and secure in the outcome.
What’s more, the business world is under intense scrutiny after numerous scandals
involving unethical behaviour. In short, people who conduct business without ethics
can suffer severe consequences. This includes negotiators.
Fairness is a key to successful negotiation. We’re expected to act fairly in our daily
lives, and negotiators are no different than anyone else. Acting fairly shouldn’t keep
negotiators from doing their jobs effectively, but it does mean they must play by the
same rules as any other party to a negotiation.
Being a moral person isn’t enough. Ethics are built on morals, but ethics and morals
are very different. Having a moral sense o
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