"Unethical conduct" during a negotiation - Essay Example

Cite and Describe some of the consequences of: "Unethical conduct" during a negotiation Negotiation is a purely human interaction, used to resolve conflicts or in most recent history to deliver more complex project collaborations. Interaction is the core ingredient in negotiations and participating parties hold different concepts and visions about what is unethical in the process. The main reason why negotiating poses some ethical issues is that in essence the negotiating parties try to convince the other to agree or do something from which they themselves will benefit.

The clash and confrontation between personal values and the unethical business practices is a very common dilemma for negotiators. Lewis (1985) expresses the idea that it is difficult to determine which practices in business are ethical and which not. There is no definition which business practices are considered unethical. There is no common denominator as to what is unethical in business negotiations. Peoples views about ethical behaviour vary, depending on their culture, upbringing, age group, educational background and possibly even gender.

Even though, there is no definition, it will be fair to admit that as long as participants are willing to approach each others arguments in an honest way and exchange information in a socially agreeable way without abusing their powers this is an ethical business negotiation (Lewis, 1985). Some researches show that what leads to unethical practices is the nature of the information provided and exchanged between the parties. Information is the most important resource. Negotiating is indeed conveying the information in a way that persuades the counterpart (Lewicki and Robinson, 1998).

Thus, the primal source for unethical conduct lies in the honesty of the exchanged information. In this train of thought, bluff, lies and deception all come as natural tools and negotiators use them to manipulate in order to turn the deal in their favour. Threatening can also be interpreted as an unethical practice and a way to demonstrate who has the upper hand. However, Lewicki et al (2001) suggest that power in negotations should not be viewed as coercive or absolute. Even though the power in negotiations is the capacity to influence and get the desired outcome, there should be a clear line between using power in interpersonal situations and that of applying it in business environment.

According to Lewicki (1983), when negotiators decide to use lying, it is to gain power over the opponent by providing false information. Lying can take the form of bluffing or deception. Sometimes such practices can be considered as a strategy in the business game. Business ethics should not be confused with morals and ethics in the private life. By and large bluffing is morally right and is accepted in negotiations (Lewicki, 1983). Both participants can endorse bluffing practices and this is considered to be part of the bargaining stage.

In short, bluffing in business negotiations is not regarded as unethical, but rather as a fundamental element and the essence of haggling. A research conducted by Lewicki and Robinson (1998) indicates that what practices negotiators apply depend on their perception of what is ethically appropriate. Participants in negotiations bring to the table more than just strategies. They come equipped with their own beliefs and the confrontation between different values can push the limit of the counterpart.

Resources: Lewicki R. J., (1983). Lying and deception: A behavioral model. in M.H. Bazerman and R. J.Lewicki (Eds), Negotiating in organizations, Sage Publications.Lewicki, R.J., Robinson, R.J. (1998). Ethical and unethical bargaining tactics: An Empirical Study, Journal of Business Ethics, vol.17, pp 665-682.Lewicki, R. J, Saunders, D.M, Minton, J.W., (2001). Essentials of Negotiation, Mc Graw Hill, 2nd edition.Lewis P.V., (1985). Defining business ethics: Like nailing Jello to a wall, Journal of BusinessEthics, vol. 4, N:.5, pp.377-384.