Ethical Challenges for Negotiators

"Ethical Challenges for Negotiators"

In every single negotiation, parties’ expectation is to gain benefit from other parties without losing or losing as least as possible. But how can negotiators implement that expectation? Some may choose the cushy way which is considered to be unethical but they should be aware of the consequence that unethical negotiators may be no longer an effective one anymore.

The dictionary definition of ethics is “a system of moral principles or values; the rules of standards governing the conduct of the members of a profession; accepted principles of right or wrong.”[1] Ethical issue can be related to negotiation’s tactics because some tactics, especially those involving deception is strongly concerned as unethical behavior. Though, a lot of negotiators still use deception tactic as a tool to complete their goals. Besides, some negotiators think that to garble some information, even an important one, just one of the tactics without caring that it is considered to be unethical which may lead to unfavorable effect latterly.

Except from negotiation tactics, ethics is also relevant to negotiation in the way that being an ethical negotiator can build trust to other parties. Some may think that trust is not an essential part to complete goals in negotiations. But in the long run, trust precisely plays a vital role, especially in business or commerce. It is obvious that parties must be willing to make an agreement with people who can be relied on. If a party found out that the other party has derogated or concealed some information, it is abundantly possible that no more negotiation will occur between those two anymore. This is because agreement cannot be made with suspicion and one notice of being mistrustful can long lasting than you ever thought of.

Nonetheless, many of negotiators still prefer unethical tactics like deception because they emphasize the effective outcome of negotiations, while other negotiators are devoted in...