Unethical Negotiation Behaviors Unethical Negotiation Behaviors Question One Response In order to avoid unethical behavior during negotiations, it is better that all parties involved should know and recognize various kinds of unethical behaviors that occur during negotiations. Most people who are ignorant of these unruly behaviors will resort to grin and bear all the bad tactics tabled against them. In such a case, the affected part may choose to both walk out and destroy the negotiations or appease the unruly party. The latter action will probably work in favor of the unruly party and this may also encourage them to ante up their tactics for the negotiations to favor them. In case of an attack, I would approach the opponent through a different angle.
Direct confrontation may come as a threat to other party and this may escalate the tension. A challenge is preferable to verbal or physical attacks. The challenge should be tied to the issue being debated or negotiated and should not be personal. If the unruly party is not responsive, the plausible thing for me to do is to walk out of the negotiation.
This will put them on notice and they will realize that we are all equal. By doing so, the party will be forced to reconsider its tactics and the next time we meet, the negotiations may be skewed in my favor. I would play the game wisely, and not let emotions control me or cloud my judgment. If the other party is consistently breaking the rules, then I would ask myself if this is the company I want to be in partnership with. References 1. Dawson, Roger, n.d. ., Unethical Negotiating Gambits and How to Protect Yourself against Them.
Available from. [Mar. 30, 2014] 2. Negotiation Space, Nov. 2, 2009, Is it Ethical? Available from. [Mar. 30, 2014] 3. The Negotiation Experts, n.d. , The Unethical Side of Negotiation. available from. [Mar. 30, 2014] Question Two Response Sometimes walking away from an unruly party may not be the best solution especially where a higher authority is involved or when the affected company needs the other more. The most important thing is not to let emotions take control of me.
There are various ways I may use to avoid an escalation from occurring. First, I will ensure that I table all my company’s proposals, giving a detailed account of each. Postponing of issues will only lead to future problems. Building personal friendship with the other party’s members will also reduce chances of unethical behaviors from occurring. I may also escalate my company’s demands. For example, I may increase the price of our commodities and give them another chance for renegotiations. This will show them that our company is not desperate and should not be bullied around.
(Bethania 2009) Another technique is to allow them to express their views fully without interference. Once they are through, I will give them my honest opinion. Submitting to their every demand will mean that I’m appeasing them. This will put the company in an awkward and unfriendly position. I will agree to all their terms, but I will also inform them that the board of directors will not be happy with such an arrangement. Once they turn down an agreement, they never give second chances for renegotiation.
This will put them in a tricky situation, either they will back down from their unscrupulous tactics and accept renegotiations or walk away and a destroy chances of a partnership deal form occurring. If they choose to renegotiate, then I will kindly ask them to drop their tactics and do business in a more civilized manner. References 1. Bethania, Jimenez et al. , Nov. 3, 2009, Unethical Tactics in Negotiation. Available from. [Mar. 30, 2014] 2. Dawson, Roger, n.d. , Unethical Negotiating Gambits and How to Protect Yourself against Them. Available from. [Mar.
30, 2014] 3. Roy Lewicki & Alexander Ham, n.d. , Negotiation Tactics. Available from. [Mar. 30, 2014] Question Three Response Bluffing or lying The main aim of lying is to deceive the other party into believing that the liar’s company has desirable or unrealistic business potential, thereby creating a deal that would favor the liars. It is a bargaining chip used to protect deceivers and give them an advantage over the other party. If I was to face such a problem, then I would point out the fact that the other party is lying.
I would discuss the repercussion of lies and ask them to sign an integrity form. Any misleading information will be dealt with in the court of law. (Al-Khatib 2008) Threats I would weigh in on the cost of threats for both parties. If it seems credible, then it shows the other party’s commitment to the partnership and there will be no call for alarm. There are two approaches to threats; deterrent ones that prevent both parties from certain behaviors and compelling threats which spell out the punishment of specific actions.
I would inform them that the threats apply to both parties and that they are not immune from any unruly behavior that would jeopardize the deal. (Alvoine & Batazzi 2013) Opportunism The essence of opportunists is to use malicious practices for their own self gain. My company may be facing serious problems and a deal with the other company may result in a form of leverage. However, this should not be used by the other party to make a slave-master deal. I will inform them that our company was capable of standing on its own feet; however we saw it fit to come into partnership with them because of the unpredictability of the market.
Even though we may be in an awkward state at the moment, chances are in the near future that the other company may find itself in the same situation and may need our assistance. References 1. Claude Alavoine & Claudine Batazzi, 2013, Attribution Theory and Unethical Practices in Negotiations: How to explain what is Unbearable? Available from. [Mar. 30, 2014] 2. Jamal A. Al-Khatib et al, 2008, Perception of Unethical Negotiation Tactics: A Comparative Study of US and Saudi Managers.
Available from. [Mar. 30, 2014] 3. James A. Tanford, 2001, Basics of Negotiation. Available from. [Mar. 30, 2014]