MANA 343 Chapter Notes - Chapter 9: Ingroups And Outgroups
31 Jan 2017
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Chapter 9 - ethics: right & wrong do exist when you negotiate. Manipulation, truth-telling, & withholding information are at the core of unethical issues in negotiation. Those with less power are more likely to use deceptive tactics & lie. Those who failed previously will try to save face. If the other party is trustworthy, a negotiator is more likely to misrepresent information because chances of getting caught are low & costs if caught are low as well. Utilitarianism: an action is ethical if it produces the greatest good for the greatest number of people. Social contract: an action is ethical if it"s consistent with/is grounded in the community"s social norms. ** advocates of these 2 frameworks are more likely to use ethically questionable tactics. Rights & duties: people are governed by certain universal rights, and these rights impose a corresponding duty.
