Ethics in Negotiation

Business & Economics - Ethics in Negotiation - 22 slides

Explore Ethics in Negotiation, covering This lecture focuses on the ethical considerations and dilemmas faced during negotiations, emphasizing the importance.

Topics Covered

  • Introduction to Ethical Considerations in Negotiation
  • Importance of Ethics in Negotiation
  • Defining Ethics in the Context of Negotiation
  • Common Ethical Dilemmas in Negotiation
  • Virtue Ethics in Negotiation Practice
  • Key Researchers in Negotiation Ethics
  • Case Study: Ethical Negotiation Failures
  • Case Study: Successful Ethical Negotiation
  • The Long-Term Benefits of Ethical Negotiation
  • Negotiation Ethics in International Contexts
  • Legal vs. Ethical Considerations in Negotiation
  • Peer Review and Ethical Accountability
  • Ethical Considerations in Virtual Negotiations
  • The Role of Integrity in Negotiation
  • Building Trust in Negotiation
  • The Impact of Culture on Ethical Negotiation
  • Frameworks for Ethical Decision-Making
  • Utilitarianism in Negotiation Ethics
  • The Influence of Power Dynamics on Ethics
  • Ethical Training and Development for Negotiators
  • Role-Playing Ethical Scenarios
  • Assessing Ethical Climate in Organizations

References

  • Bazerman, M.H. (1985) Negotiator rationality and negotiation ethics. Academy of Management Review, 10(1).
  • Lewicki, R.J., Barry, B., & Saunders, D.M. (2020) Negotiation. 7th edn. McGraw Hill Education.
  • Gerdeman, D. (2019) Ethical Choices in Business Negotiation. Harvard Business Review.
  • Shell, G.R. (2006) Bargaining for Advantage. Penguin Books.
  • Hartman, L.P., DesJardins, J.R., and MacDonald, C. (2013) Business Ethics: Decision Making for Personal Integrity & Social Responsibility. 3rd edn. New York: McGraw Hill.
  • Bazerman, M.H. (2014) The Power of Noticing. New York: Simon & Schuster.
  • Crane, A., Matten, D., and Spence, L.J. (2016) Business Ethics: Managing Corporate Citizenship and Sustainability in the Age of Globalization. Oxford: OUP.
  • Patagonia Sustainability Report (2022).
  • Fisher, R. and Ury, W. (1981) Getting to Yes: Negotiating Agreement Without Giving In. Penguin Books.
  • Hofstede, G. (2001) Culture's Consequences: Comparing Values, Behaviors, Institutions, and Organizations Across Nations. Sage Publications.
  • Rest, J. (1986) Moral Development: Advances in Research and Theory. New York: Praeger.
  • Fisher, R. and Ury, W. (2011) Getting to Yes: Negotiating Agreement Without Giving In. 3rd edn. Boston: Penguin Books.
  • Lewicki, R.J., Barry, B. and Saunders, D.M. (2020) Negotiation. 8th edn. New York: McGraw-Hill.
  • Hofstede, G. (1980) Culture's Consequences: International Differences in Work-Related Values. Beverly Hills: Sage Publications.
  • Rest, J.R. (1986) Moral Development: Advances in Research and Theory. Praeger.
  • Bentham, J. (1789) Introduction to the Principles of Morals and Legislation. Oxford: Clarendon Press.
  • Tjosvold, D. (1998) 'Cooperative and Competitive Goal Processes', Academy of Management Review, 23(3), pp. 500–520.
  • Fischer, R. and Ury, W. (1981) 'Getting to Yes', Penguin Books.
  • Shell, G.R. (2006) Bargaining for Advantage.
  • Treviño, L.K. et al (1998) 'Values and Ethical Leadership.'
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