Business Negotiation and Associated Ethical Issues

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Table of Contents

Communication Strategies
Ethical Considerations and Deceptive Tactics in Negotiation
Negotiation Team
Negotiation Strategy
References

Communication Strategies

Negotiation is an art whose knowledge is very fundamental for effective business management. Conventionally, there are set guidelines that govern a good negotiation process. For a negotiator, ethical considerations, responsibilities, advantages and disadvantages of negotiation teams, preferred strategies, and best practices in arbitration are usually given the utmost primacy. For effective communication purposes, it is therefore important to consider negotiation with the associated ethical issues.

Ethical Considerations and Deceptive Tactics in Negotiation

Every profession has its own rules to which members adhere. Similarly, in negotiation, there are ethics, and it is defined as the code of morals that are practiced by an individual or group of people who share the same beliefs (Gunia, 2019). In negotiation, the ability to point out, evaluate, and create social arguments from a pool of moral views, form part of ethical reasoning. Irreproachable persuasion in negotiations is very important as it enables every negotiator to avoid the cognitive biases which would otherwise deter logical reasoning (Menkel-Meadow et al., 2020). Undoubtedly, ethics can change results in negotiations by enabling one to deal with the occurrence of deceptions.

With intentions of manipulating the outcome of the negotiation process, some parties employ deceptive tactics. Common illusive schemes that are used are bluffing and misrepresentation. When either of the parties in a negotiation process deliberately fails to disclose all the information and the opinions of those they represent, they are misrepresenting the decision-makers (Menkel-Meadow, et al., 2020). Moreover, the negotiating parties may decide to deceive other groupings by concealing their actual intentions, which is also referred to as bluffing (Menkel-Meadow et al., 2020). The deceptive tactics used in negotiations are purposefully meant for manipulating the outcome of the whole process.

Negotiation Team

Responsibilities and Composition a Negotiation Team

In the negotiation process, members need to understand their specific roles. The tasks which must be assigned are leadership, secretarial, criticism, relater, expertise, observer, and builder responsibilities, however, not all the roles should be played by separate people (Gunia, 2019). For instance, a leader may be a relater or a critic and secretary may also play an observation role. It should be noted that the responsibilities which may conflict with each other, such as criticism and relater, should be separated (Gunia, 2019). Undisputedly, the composition of a negotiation team always comprises the leader, the secretary, the observer, the critic, the relater, the expert and builder.

Role, Advantages and Disadvantages of a Negotiation Team

The role of a negotiation team is evaluated based on its performance. Consultation team’s primary roles are to spot the issues of interest to the decision-maker they represent, sharing the matters with those they act for, and raising concerns in the mediation forum (Gunia, 2019). The superiorities of the team include the existence of reinforcement of members’ strengths and the broad-ranging skills, which come from different members (Menkel-Meadow, 2020). Disadvantages of an arbitration group include difficulty in coordination of the crew’s activities and divisions within the troupe which may cause negotiations to collapse. Nevertheless, the parleying group has its own share of advantages and disadvantages.

Negotiation Strategy

There are different strategies which people use in negotiation processes. I prefer, ‘integrative’ or ‘win-win’ strategy which works alongside some top practices. The best practice for a unifying outcome in negotiation is by providing numerous offers to the other party simultaneously (Weiss, 2020). I can also negotiate the losses and damages in advance to get the desired outcome from a negotiation (Weiss, 2020). Besides those practices, either party can attempt a possible agreement to decrease the risk of future uncertainties (Weiss, 2020). Clearly, the parties get satisfied with the agreement and this creates a long-lasting relationship between the sides.

In conclusion, it is clear that ethics and negotiation process are intertwined. The codes of conduct of arbitration allow deception and lies to be eradicated within the process. With a clear understanding of ethical reasoning and the key responsibilities which negotiation team members perform, a ‘win-win’ strategy may be achieved. Undoubtedly, it is ethics that play a fundamental role in shaping the best practices in negotiations.

References

Gunia, B. (2019). Ethics in negotiation: Causes and consequences. Academy of Management Perspectives, 33(1), 3-11. Web.

Menkel-Meadow, C., Schneider, A., & Love, L. (2020). Negotiation: Processes for problem solving (3^rd ed.). Wolters Kluwer Publications.

Weiss, J. (2020). The Book of real-world negotiations: Successful strategies from business, government and daily life. Wiley Publishers.

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