by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
[cite] Next Article: Manage the various stages of a multiparty negotiation Back to: NEGOTIATIONS What are multi-party negotiations and how do they affect the negotiation process? A multi-party negotiation consists of a group of three or more individuals, each...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
[cite] Back to: NEGOTIATIONS What are the consequences of acting unethically? A negotiator who employs an unethical tactic will experience either or both positive or negative consequences. Once the tactic is employed, the negotiator will assess consequences on three...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
[cite] Next Article: Consequences of acting unethically Back to: NEGOTIATIONS What are unethical tactics in negotiations? Unethical tactics are those meant to deceive or harm others with no overwhelming individual or societal good that outweighs the harm of deceit....
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
[cite] Next Article: What are unethical tactics? Back to: NEGOTIATIONS How can negotiators determine and calibrate ethical behavior? When evaluating whether negotiation strategies and tactics are ethical, begin by assessing the economic, legal, and equitable...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
[cite] Next Article: How to determine and calibrate ethical behavior Back to: NEGOTIATIONS What human biases give rise to ethical problems in negotiation? Numerous cognitive biases stand in the way of individuals determining or choose what is an ethical course of...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
[cite] Next Article:Human biases give rise to ethical problems Back to: NEGOTIATIONS What are ethics and how are they implicated in negotiations? Ethics are broadly applied social standards for what is right or wrong in a particular situation, or a process for setting...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
[cite] Back to: NEGOTIATIONS What are some actions or tendencies that lead to mistrust and how can loss of trust be repaired? Any number of actions or tendencies by parties may run counter to the beliefs expectations or understanding of the other party. As such, to...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
[cite] Next Article: Tendencies leading to mistrust – how to repaired it Back to: NEGOTIATIONS What are rational and deliberate mechanisms for building trust in a negotiation? Two primary approaches exist for establishing trust in a negotiation: Cognitive route...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
[cite] Next Article: Rational and deliberate methods for building trust Back to: NEGOTIATIONS What contributes to the presence of trust in a negotiation relationship? There are three factors that contribute to the level of trust one negotiator may have for another:...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
[cite] Next Article: What leads to trust in a negotiation? Back to: NEGOTIATIONS How do relationships affect negotiation dynamics? Negotiation is fundamentally a communication exercise between individuals. In many negotiations, the other person is the focal problem....
