Provide examples of unethical behavior during negotiations. Discuss the ways in which you can deal with the use of unethical tactics by the other party in a negotiation.
What will be an ideal response?
Students' answers may vary.
Some examples of unethical behavior in negotiations are listed below:
1) Withholding information that would alter decision choices
2) Disguising information so that it is more acceptable to the other party
3) Manipulating the other party through emphasis on false deadlines
4) Making false statements about expertise or understanding about issues
5) Lying to mislead the other party
6) Using information gained through covert methods to create unfair advantage
7) Using bribes or kickbacks that are unknown to some of the negotiators involved
8) Insulting or demeaning the other party to inhibit confidence or judgment
9) Making promises that can't be fulfilled
A few ways in which the use of unethical tactics by the other party in a negotiation can be dealt with are listed below.
1) Ask direct questions to reveal the truth or missing information. This may include asking specific questions about things that might be presumed to be "understood" but not communicated.
2) Inform the other party about the tactic being used. Describe it using specific examples of what was said or done and the impact it is having on you, and explain that such behaviors will not be tolerated. By discussing the tactic you remove its strength and cause its user to worry about alienating you further.
3) Request a different party with whom to continue negotiations. If your attempts to curb others' questionable tactics aren't successful, consider asking, "I'm concerned that continuing our conversation won't get us sufficiently closer to an agreement. Is there anyone else that I can speak to?"
4) End the negotiations immediately. It's better to end the negotiation without a resolution or contract than participate in a negotiation that compromises your values or reputation, or causes you to be a victim.
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