Constituent Relationships in Negotiations – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

What is a Constituent Relationship in a Negotiation?Constituent, the party whom the principal represents, is ostensibly on the same side as a principal, but exerts independent influence on the outcome through the principal. The challenges for constituent relationships...

Principal Agent Relationships in Negotiation – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

What is a principal-agent relationship and how does it affect a negotiation?See the following articles on an Agency relationship.  Agency Relationship Types of Principal in an Agency Relationship Methods of Forming a Principal-Agent Relationship Scope of a...

Coalitions in Negotiations – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

What are Coalitions in a Negotiation?Coalitions are a (sub)group of two or more individuals who join together in using their resources to affect the outcome of a decision in a mixed-motive situation. Some key challenges to negotiating as a coalition include: Optimal...

Stages of a Multiparty Negotiation – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

Stages of a multiparty negotiation? The stages of a multiparty negotiation include:  Pre-negotiation Stage  Formal Negotiation Stage Agreement Stage Pre-negotiation Stage of a Multi-Party Negotiation The Pre-negotiation Stage is the first stage of a multi-party...

Multiparty Negotiations – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

What are Multi-party Negotiations? A multi-party negotiation consists of a group of three or more individuals, each representing his or her own interests, who attempt to resolve perceived differences of interest or work together to achieve a collective...

Dealing with Unethical Acts in Negotiations – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

What are the Consequences of Acting Unethically in a Negotiation?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 standards:...

Unethical Tactics in Negotiation – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

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. More often than purely unethical, a tactic may be ethically ambiguous. That is,...

Determining Ethical Behavior in Negotiations – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

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...

Biases and Ethical Problems in Negotiations – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

How Bias Causes Ethical Problems in Negotiation? Numerous cognitive biases stand in the way of individuals determining or choosing what is an ethical course of conduct. Below are some common biases related to ethics. What is Bounded Ethicality? Bounded Ethicality...

What are ethics in negotiations?

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

How Do Ethics Affect a Negotiation? Ethics are broadly applied social standards for what is right or wrong in a particular situation, or a process for setting those standards. Ethics grow out of particular philosophies, which purport to define the nature of the world...