ORGS 4560 Lecture 9: ORGS 4560 Lecture 9
28 Apr 2018
School
Department
Course
Professor
ORGS 4560
Lecture 9
Bargaining with the Devil
- Sifford decided to go shopping, the price tag was $495, with a
discount it was $450, bargain for this globe
- Never haggled in a store before and had always thought that
bargaining was slightly degrading, practice for people who either did
not have money or were too cheap to spend it
- They settled on $325
The Core Ethical Problem for Negotiators
- Lies are a feature of everyday social life in every culture
- Quite comfortable with what the investigators called traditional
competitive bargaining tactics such as bluffing about bottom lines,
opening demands, time constraints and other offers
- Most effective of “cooperative” negotiators, scrupulous desire to
“conduct oneself ethically” in negotiations is a major motivational
objective
- Negotiators do not see bargaining as a game, generally do not think
of lies as legitimate moves in the process
- “The negotiator’s role is at least passively to mislead his opponent
about his settling point while at the same time to engage in ethical
behavior”
Ethics Come First, Not Last
- Ethical conduct are preliminary to every bargaining move you make,
ethics are a vital part of your identity as a person
find more resources at oneclass.com
find more resources at oneclass.com
Document Summary
Sifford decided to go shopping, the price tag was , with a discount it was , bargain for this globe. Never haggled in a store before and had always thought that bargaining was slightly degrading, practice for people who either did not have money or were too cheap to spend it. Lies are a feature of everyday social life in every culture. Quite comfortable with what the investigators called traditional competitive bargaining tactics such as bluffing about bottom lines, opening demands, time constraints and other offers. Most effective of cooperative negotiators, scrupulous desire to. Conduct oneself ethically in negotiations is a major motivational objective. Negotiators do not see bargaining as a game, generally do not think of lies as legitimate moves in the process. The negotiator"s role is at least passively to mislead his opponent about his settling point while at the same time to engage in ethical behavior .
