Ethical Negotiating Tactics

Ethical Negotiating Tactics
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Ethical Negotiating Tactics
Ethics are acceptable and applicable social standards that define what is right or wrong in a particular situation. In business negotiations, ethics define and provide criteria in negotiations as well as the questions arising from these negotiations. The reason for this criteria is to avoid ethical dilemmas whereby possible actions based on economic gains are in conflict with the negotiator’s moral or social obligation (Lewicki et.al, 2016). Therefore, approaches applied in these negotiations should be based on ethical reasoning. Most companies apply specific tactics that they have identified as the best in conducting negotiations. There are six tactics that have been used for over two decades. They include; traditional competitive bargaining, emotional manipulation, misrepresentation, misrepresentation to opponent’s network, bluffing and inappropriate information gathering (Lewicki et.al, 2016). However, traditional competitive bargaining and emotional manipulation have been emphasized as the best ethically ambiguous tactics in used car negotiations.
For second-hand car negotiation, the traditional competitive bargaining tactic is the most appropriate and ethical for the parties involved. In this...