Ethics in Negotiation: Oil and Water or Good Lubrication Harvard Case Solution & Analysis

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

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