MGT461H5 Chapter : Ethics.doc
Document Summary
A key point worth repeating is that negotiating does not require compromising your prin- ciples. More often success is achieved by finding a solution that is arguably consistent with each side"s principles. The fairly minimalist shark recipe for this management of the power ethics trade-off is purely tactical and falls under the rubric of gamesmanship playing with opponents" fears and values, and in the end lulling them into submission. You catch more ies with honey than with vinegar. sharks: will use ethical tactics to gain advantage. Like any good salesman, she will at least pay lip service to the softer relationship aspects of the interaction, exhibiting interest in the other party as a person or as people, and chatting them up to foster collegiality. She may appeal to fairness standards, especially when faced with an unattractive and unexpectedly tough proposal from the other side.
