3BUAD 304

3BUAD 304 - Chapter 15 Ethical Dilemma Is It Unethical To...

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Chapter 15 Ethical Dilemma Is It Unethical To Lie And Deceive During Negotiations Negotiation is a process in which two or more parties exchange goods or services and attempt to agree on the exchange rate for them. So the bargaining definition does not really define the tools that could be used to achieve one’s objective. Before the actual negotiations start we need to develop a strategy and define ground rules by which we are going to conduct our negotiation. Here we think about what is smart to disclose and what is better kept unsaid. I don’t think that omitting certain facts is unethical during negotiation, especially if the other party does not ask about them. But whatever we say, should be the truth, even if not all of it. Because if we would be completely honest then we would never get what we want, and we would open ourselves to other parties to exploit. I know this is probably why the omission of facts happens, because no-one trusts each-other, but this is human nature. We want to lead, to be the best, to get the best deal and one person will not change that. Many times also the facts exist that do not seem important to our point of view, but to
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This note was uploaded on 03/31/2008 for the course BUAD 304 taught by Professor Cummings during the Fall '07 term at USC.

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3BUAD 304 - Chapter 15 Ethical Dilemma Is It Unethical To...

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