Let us step into a thought experiment for a moment. Imagine you have just successfully concluded a negotiation for purchasing office furniture. The talks were long, and you used deception several times to get your way. You secured phenomenal terms through manipulative tactics. On top of that, your partner still believes the outcome was fair.
In theory, a success. That evening you raise a triumphant glass and go to bed. The next morning you turn on the television and see in the news that the entire negotiation process has been made public, complete with audio and video recordings. How do you feel? How does your professional community view you? What are the prospects for your career?
A Word on Ethics
Ethics is a system of moral values, rules, and standards practiced by people in a given profession. Like law, ethics is subject to interpretation. We evaluate ethics in binary terms: either someone acts ethically, or they do not.
How to Act Ethically
Here are three principles that will help you negotiate ethically:
First, treat your negotiation partner no worse than you would treat a friend. This comparison is easy to visualize, which makes it easy to apply. Look at your own behavior during negotiations through the lens of one question: “If my friend were sitting across from me, would I do the same thing?”
Second, follow a win-win strategy, because it is built on principles. This allows you to define the boundaries of ethical behavior more clearly, which means they are easier to maintain.
Third, adopt a partnership attitude, one of equals. Treat the other person the way you would want to be treated. In the conversation, their interests should be as important as yours, and their proposals should be considered as seriously as your own.
Read also: Reaching Agreement in Negotiations
How to close negotiations professionally while maintaining ethical standards.
Why Unethical Behavior Is Dangerous
Ideally, ethical conduct flows from a strong moral compass and personal values. But if you ever find yourself tempted to play dirty, remember these consequences:
- Behaviors bleed across contexts — if you start lying during negotiations, you will likely begin doing the same at home and among friends
- Rationalization of unethical actions — over time, you stop perceiving them as wrong, and they become habit
- Reputation plays a critical role — the potential exposure of unethical behavior will be devastatingly harmful to the trust others place in you
Related: The Profession of Negotiator
The key competencies that define a professional negotiator, including integrity.
Summary
Ethics in negotiation can sometimes feel ambiguous. When in doubt, there is always one question that dispels all uncertainty.
What would happen if all of my actions were made public?
Before your next negotiation, ask yourself that question, and let it be your moral compass throughout the entire process.
