How to Determine Whether Behavior is Ethical in a Negotiation?

When evaluating whether negotiation strategies and tactics are ethical, begin by assessing the economic, legal, and equitable influences on the decision:

• Determine the economic outcomes of potential courses of action.
• Consider the legal requirements that bear on the situation.
• Assess the ethical obligations to other involved parties regarding what is right and just and fair.

Once you have a thorough understanding of the economic, legal, and equitable influences, choose a course of action based upon:

• the results you expect to achieve;
• your duty to uphold appropriate rules and principles;
• the norms, values, and strategy of your organization or community; and
• your personal convictions.

Questions to Gauge Ethicality?

The following approaches (questions) can be used to gauge whether a course of action is ethical.

What is The Front-Page test? 

How would I feel if the course of action I am considering were reported on the front page of the local newspaper or blog?

What is the Reverse Golden Rule? 

How would you feel if the party did to you what you are thinking about doing to them; putting yourself in their shoes?

What is Role modeling? 

Would you be proud about other people looking up to you? Would I advise others to do this?

What is Third-party advice? 

What is the opinion of a neutral third party regarding whether the action is ethical? Do not tell them what side your on.

Related Topics

• What are ethics and how are they implicated in negotiations?
• What human biases give rise to ethical problems in negotiations?
• How can negotiators determine and calibrate ethical behavior?
• What are unethical tactics?
• What are the consequences of acting unethically?