Preview

Honesty in Negotiation

Satisfactory Essays
Open Document
Open Document
803 Words
Grammar
Grammar
Plagiarism
Plagiarism
Writing
Writing
Score
Score
Honesty in Negotiation
Honesty in Negotiation
Kristina Jackson
MGT470 – Conflict and Management Negotiation
Colorado State University - Global Campus
Dr. Shelly
July 27, 2014

Honesty in Negotiation In the following paper I’m going to discuss honesty in negotiation based on the article “Honesty in Negotiation” by Chris Provis. Author discusses deception and other forms of influences in negotiation. He feels that deception in bargaining raises ethical concerns, and he further argues against the idea that deception can be justified as a form of self-defense. Furthermore, author accepts the complexity of deception and discusses different situation where deception can be accepted. For instance, he mentions concealment or failure to reveal as a form of acceptable behavior in some situation that involves negotiation. To my opinion, failure to reveal is not acceptable in the situation when something very important is strategically hidden from opposite side, which can completely change the direction of negotiation. Further author discusses other unacceptable forms of influences that are broadly used in bargaining, but proofed by multiple research groups to influence human perception and decision-making skills National Center for Biotechnology Information unacceptable and shouldn’t be used in negotiation. In addition, scarcity, as a form of influence where final decision is affected by impression about the scarcity of the resource, should also be prohibited in negotiation. I believe practice of such forms of influences should be considered manipulations and unacceptable in bargaining. The only time when such forms of influence can be acceptable is when they happen naturally, and not planned in advance as part of negotiating strategy. In addition, people should know in advance and be aware of the presence of natural forms of influences, so they can base their decisions accordingly and independently from those influences. As a result, the main

You May Also Find These Documents Helpful

  • Good Essays

    The area the author feels that would have the most ethical conflict would be in an unscrupulous work environment. In the past the author worked in various sales positions and was instructed by his employer to bend the truth in the favor of the employer. It was not in the best interest to the author to do this as in the type of sales he worked the author was attempting to create a long and meaningful relationship…

    • 481 Words
    • 2 Pages
    Good Essays
  • Good Essays

    References: Andreas. D, & Gemma. M, ‘Bargaining power and negotiation tactics’ Journal of common market studies, 2010 Vol 48. 3. pp. 557-578…

    • 2074 Words
    • 9 Pages
    Good Essays
  • Good Essays

    The Ways We Lie Analysis

    • 1327 Words
    • 6 Pages

    An issue that has been highly controversial regarding honesty has been whether it is ever right to lie. Some people would argue that lying is not always morally wrong. From this perspective, telling a lie can be beneficial because the truth sometimes causes more damage than a lie would. To illustrate, a person might lie about how someone looks so that they are not offended. However, others argue that it is never morally right to lie. Stephanie Ericsson, who maintains this view, argues in her essay “The Ways We Lie” that “When someone lies, someone loses” (425). According to this view, a lie always leads to someone being negatively affected. Therefore, lying is wrong because it always results in someone being harmed. In sum, the issue is whether lying is moral or immoral.…

    • 1327 Words
    • 6 Pages
    Good Essays
  • Powerful Essays

    Provis, C. (2002, December 16). Honesty in negotiations. Business Ethics: A European Review, pp. 3-12.…

    • 1131 Words
    • 4 Pages
    Powerful Essays
  • Powerful Essays

    12 Angry Man

    • 4782 Words
    • 20 Pages

    Shell , R. G. (2006). Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition (2nd ed.). New York City, NY: The Penguin Group.…

    • 4782 Words
    • 20 Pages
    Powerful Essays
  • Better Essays

    Principle of Negotiations

    • 2654 Words
    • 11 Pages

    A lot of walking, standing for periods of time, and although not required all the time, running.…

    • 2654 Words
    • 11 Pages
    Better Essays
  • Better Essays

    Cell Phone Negotiations

    • 1268 Words
    • 6 Pages

    Lewicki, R.J., Barry, B., & Saunders, D.M. (2010). Negotiation (6th ed.). Retrieved from The University of Phoenix eBook Collection database…

    • 1268 Words
    • 6 Pages
    Better Essays
  • Powerful Essays

    Framing Effects

    • 9267 Words
    • 38 Pages

    References: Bazerman, M. H., Magliozzi, T., & Neale, M. A. (1985). Integrative bargaining in a competitive market. Organizational Behavior and Human Decision Processes, 35, 294–313. Bettman, J. R., & Sujan, M. (1987). Effects of framing on evaluation of comparable and noncomparable alternatives by expert and novice consumers. Journal of Consumer Research, 14, 141–154. Bohm, P., & Lind, H. (1992). A note on the robustness of a classical framing result. Journal of Economic Psychology, 13, 355–361. Cosmides, L., & Tooby, J. (1992). Cognitive adaptations for social exchange. In J. H. Barkow, L. Cosmides, & J. Tooby (Eds.), The adapted mind: Evolutionary psychology and the generation of culture (pp. 163–228). New York: Oxford Univ. Press. Fagley, N. S. (1993). A note concerning reflection effects versus framing effects. Psychological Bulletin, 113, 451–452. Fagley, N. S., & Miller, P. M. (1987). The effects of decision framing on choice of risky vs certain options. Organizational Behavior and Human Decision Processes, 39, 264–277.…

    • 9267 Words
    • 38 Pages
    Powerful Essays
  • Good Essays

    Negotiations Paper

    • 1005 Words
    • 5 Pages

    Use selective concepts and terms from chapter readings to prepare a word paper in which, the paper will describe negotiations that you have participated in (in example sales, purchase of home, car, salary etc.). In this paper analyze roles of communication and personality in negotiation and how they contribute to detract the negotiation.…

    • 1005 Words
    • 5 Pages
    Good Essays
  • Good Essays

    References: Lewicki, R. J., Saunders, D. M., & Barry, B. (2007). Negotiation: Readings, Exercises, and Cases (5th ed.). Boston: McGraw Hill.…

    • 883 Words
    • 4 Pages
    Good Essays
  • Best Essays

    Case 8 - Sick Leave

    • 3739 Words
    • 13 Pages

    Rivers, C. and Lytle, A. 2007. “Lying, Cheating Foreigners!! Negotiation Ethics across Cultures”. International Negotiation Vol.12 (No.1): pp 1 – 28.…

    • 3739 Words
    • 13 Pages
    Best Essays
  • Better Essays

    O 'Connor, K. M., & Carnevale, P. J. (1997, May). A Nasty but Effective Negotiation Strategy: Misrepresentation of a Common-Value Issue. Personality and Social Psychology Bulletin, 23, 504-515.…

    • 2972 Words
    • 12 Pages
    Better Essays
  • Better Essays

    In our recent negotiation, my partner Dave and I assumed the roles of Alan Hacker, a computer software developer, and Alan Hacker’s lawyer. Being the lawyer in the negotiation my objective was to avoid litigation with my client’s partner Stanley Star and to aid in the continuation of my client’s co-owned company HackerStar. In addition, I would assist Hacker in coming to an agreement that would be satisfying for him both personally and financially. I felt that Dave and I presented a reasonable argument on Hacker’s behalf and, since I was able to apply some of our class readings during the process, I was overall pleased with the outcome.…

    • 1142 Words
    • 5 Pages
    Better Essays
  • Satisfactory Essays

    Gametheory

    • 336 Words
    • 2 Pages

    The striking aspect of the “confess”, “confess” outcome in the Prisoners Dilemma is that although it is the one we expect to arise, it is not the best outcome for the players jointly; both players would prefer that neither of them confess. For this reason, the Prisoners dilemma is the paradigmatic example of self-interested, rational behaviour not leading to a socially optimal result.…

    • 336 Words
    • 2 Pages
    Satisfactory Essays
  • Powerful Essays

    Within a dishonest act there is normally a balance of tradeoffs: 1. the amount that is to be…

    • 1597 Words
    • 7 Pages
    Powerful Essays

Related Topics