Description of this paper

When are deceptions, evasiveness, or collusion out of bounds?




In Chapter 11, we addressed lying in the context of communication. Here we return to;the topic of lying but specifically as it relates to negotiation. We think this issue is;important because, for many people, there is no such thing as lying when it comes to;negotiating.;It's been said that the whole notion of negotiation is built on ethical quicksand: To;succeed, you must deceive. Is this true? Apparently, a lot of people think so. For;instance, one study found that 28 percent of negotiators lied about at least one issue;during negotiations, while another study found that 100 percent of negotiators either;failed to reveal a problem or actively lied about it during negotiations if they were not;directly asked about the issue. Why do you think these numbers are so high? The;research on negotiation provides numerous examples of lying giving the negotiator a;strategic advantage.;We can probably agree that bald-faced lies during negotiation are wrong. At least most;ethicists would probably agree. The universal dilemma surrounds the little lies: The;omissions, evasions, and concealments that are often necessary to best an opponent.;During negotiations, when is a lie a lie? Is exaggerating benefits, downplaying;negatives, ignoring flaws, or saying "I don't know" when in reality you do considered;lying? Is declaring "this is my final offer and nonnegotiable" (even when you're;posturing) a lie? Is pretending to bend over backward to make meaningful concessions;lying? Rather than being considered unethical, the use of these "lies" is considered by;many as an indicator that a negotiator is strong, smart, and savvy.;Or consider the issue of colluding, as when two bidders agree not to bid against one;another in a (concealed) effort to keep the bids down. In some cases, such collusion is;illegal, but even when it isn't illegal, is it ethical?;QUESTION;1. When are deceptions, evasiveness, or collusion out of bounds?;2. How would you lead a group of people who are different from you?


Paper#18610 | Written in 18-Jul-2015

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