Question

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Q1. Explain the approaches to ethics giving examples. Why being ethical during negotiation is important?

-Discuss the model of Deception in Negotiation.

- What is the process of perception and how does perception gets distorted in negotiation?

-Explain the concept and use of Framing ? How does it impact negotiation?

Answer 1

Answer 1) Ethical problems are those that concern the way things "will be" rather than the way they are. Ethics include questions of spiritual duties, which do not necessarily rely on theological themes. There are 3 main approaches of ethics, which are as follows:

1. Utilitarian approach: This approach focuses on the optimization of good for everyone not just for us. In order to follow the holistic view, the problem must be approached from many different angles, and the solutions to each must be considered to arrive at the one that serves the common good.

2. Rights approach: The Rights Strategy relies on regard for human dignity. This philosophy holds that our freedom is dependent on our willingness to choose freely how we live our lives, and that we have a fundamental right to respect for our decisions as autonomous, fair, and reasonable individuals, and a moral obligation to honour others in the same way. For Example: The rights provided to the individual under Universal declaration of human rights where it is provided that every human being has basic human right aka fundamental right for the better living of life.

3. Justice approach: In this approach everybody is getting equal opportunity and it’s providing fair treatment to all. Therefore Ethical actions should treat all human beings equally and that is something they can attain from the authority if not provided properly. For example: In an organization all top level management is getting equal pay scale and if it is found that any one of the group is getting different pay scale from others than they can approach the authority.

Having ethics in business means trying to build a reputation for dealing equally and frankly with rivals and clients. This also means taking into account all players of the agreement – not just the two sides involved, but the whole society that could be impacted by the long-term implications. It helps you build an empire of trust which is beneficial for the future of the company; through this you can win more loyal clients or costumers. It makes you do what is right not what is only profitable.

Answer 2) In the process of negotiation, there is a probability where negotiators believe that they are being deceived, but it is believed that some part of deception is necessary in the process of negotiation. ‍Deception is often related to ethics and that there are unique cultural differences. Those involve cultural differences between nations, as well as between organisations and individuals. Now with the help of some facts we can find out deception, those are: By checking facts and by validating your assumptions, by establishing a behavioural base line in which first we need to identify the natural behaviour of a person than check contradictions between their spoken words and their speech and note difference.

Answer 3) Perception is the process through which people connect with one’s atmosphere. In other words, it is a sense-making mechanism where people understand their world so to react accordingly. Since perception is dependent on the current state of mind, role and understanding of the sensor, misunderstandings in the interpretation and communication can always be made here. There are some examples of distortion which if helpful in distortion of negotiation, those are: Stereotyping, which occurs when a person allocates attributes to one person in a certain social or demographic category based solely on membership of the other. This trend is usually seen in disputes with values, ideologies and direct resource competition. Than after stereotyping there is “selective perception" which occurs when certain information is identified which supports the prior belief or reinforces it and filters information which does not prove it. Selective perception is tightly linked to the prejudice of verification.

Answer 4) Framing is an effective negotiating strategy. The framer describes the problem at stake in a specific manner to close an agreement, reach agreement or win a case. Frame is the abstract process by which individuals assess and make sense out of circumstances based on their own perceptions, causing them to follow or prevent subsequent acts.

There are some points which helps identify how framing effect negotiation that is framing an topic in discussions means that you're concentrating emphasis on one part of a topic and leaving other things out. You might opt to remove certain facets of a problem from the frame because they're irrelevant, because they might detract from the key argument, or because they don't serve the interests. It also seems that negotiators opt for framing to achieve their own goal through which they win the case and its results in a win-win situation.