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Negotiation, Ethics and Effective Leadership - Essay Example

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Negotiation, Ethics and Effective Leadership Negotiation is a value based enterprise and it involves personal values. Negotiators make decision about the process they will use and the postures they will use to satisfy their needs. These decisions reflect their personal values such as rights, fairness and justice…
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Negotiation, Ethics and Effective Leadership
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Download file to see previous pages The whole notion of negotiation is built on the ethical quicksand. One study found out that 28% of the negotiators lied about at least one issue during the negotiation procedure. Another study found out that 100% of the negotiators either failed to actively lie or reveal a problem during the negotiation process. Although bald faced lies during negotiations are wrong but concealments, omissions and evasions are very necessary for a negotiation process. Negotiations are often treated as an amoral game where ethical concerns are sidelined for substantive gains (Schneider & Honeyman, 2006, P. 178). Ethically ambiguous tactics are common in negotiation. These are tactics that have more than one connotation regarding what is right and appropriate. Again the use of deception is very common in negotiation. It is driven by variety of individual differences and situational factors. It is also driven by negotiators need to increase his power, availability of tactics that are marginally ethical, opportunities for opportunism, competitive orientation to negotiation and variety of situational factors that makes easier for negotiators to act without any detection. He has made a half hearted attempt to reach out to Iran which has been short lived and has actually reverted to Bush`s administration policy towards Iran. The deception is very clear in the negotiation between Iran and President Obama. Iran has been quite unreceptive to Obamas` peaceful approach although President Mahmoud Ahmadinejad has always told that he is ready for talks with the US President Barrack Obama. Iran has always attempted towards making nuclear enrichment plants inside the mountain base of Iranian Revolutionary Guards near the religious centre of Qum in spite of receiving several warnings from the US President. Global Nuclear Disarmament treaties have often been violated by rough regimes like Iran. Although Iran claims that it complies with its responsibilities under the Nuclear Non Proliferation Treaty, it has never resorted to peace. Obamas` administration policy contrasts largely from that of Bush in his dealing with Iran. He has made several attempts to engage Iran in negotiations on the nuclear issues rather than just focusing on increasing sanctions on Iran. This approach was not significantly altered in spite of the Iranian dispute in June 12 2009 over its election. However till date Iran has not agreed to implement it agreement of sending most of its enriched uranium to Russia and France for reprocessing. Negotiation skills help an individual in getting what they want from others. The negotiation skills help in achieving the goals of the leader. Military professionals use negotiation skills at the operational and strategic level. It helps them to maintain control over their jurisdiction. They can also use this skill to avert or successfully counter opposition and to negotiate among conflicting interests. It also helps the leaders to exude a sincere belief in the set of goals by engaging others to invest themselves in attaining these goals by forging a consensus on the desirability and vitality o the goals. Moreover Tehran`s support of the Lebanese terrorism in 1980 which involved airline hijacking also proved that Iran was not interested in creating a peaceful situation. In this incident ...Download file to see next pagesRead More
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