IRE472H1 Chapter Notes - Chapter 10: Moral Disengagement, Caveat Emptor, Psychological Manipulation

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Ire472 chapter 10: confronting the dark side: deception and ethical dilemmas. Ethics: broadly applied social standards for what is right and wrong in a particular situation or a process for setting those standards. An ethical dilemma exists for a negotiator when possible actions or strategies put the potential economic benefits of doing a deal in conflict with the negotiator"s social obligations to other involved parties or to the broader community. Standards for evaluating strategies and tactics in business and negotiation: Choose course of action on the basis of results you expect to achieve (e. g. , greatest return on investment) Choose course of action on basis of your duty to uphold appropriate rules and principles (e. g. , the law) Choose course of action on basis of the norms, values, and strategy of your organization or community (e. g. , the cultural values and norms) Choose course of action on basis of your personal convictions (e. g. , what your conscience tells you to do)

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