Leading Through Conflict Resolution
Honesty in Negotiation
There has been much controversy about honesty requirements in bargaining. There are specific questions about whether or how it may be acceptable to deceive other parties in a bargaining situation. Various writers suggest that there is a recognized practice of deception in negotiation. At the same time, other writers have called into question the desirability or prevalence of deception. For example, there is evidence that pretending about commitments – bluffing – is a tactic that involves significant costs, and can escalate conflict levels (Provis, 2000).
In almost all aspects of life, deceptive behavior is unethical and maybe even sometimes illegal. Bargaining and negotiating whether in the workplace, home, purchasing a personal personal item, etc. can be a gray area for some. However, Provis says that we can guard ourselves against exploitation and be cautious without being misleading. If we want to hold others as accountable decision-makers, then this is how we should proceed in negotiations. Lead by example. In a business setting, or any setting for that matter, there are no set rules to be followed. The negotiation behavior needed for a negotiation depends on the situation and what said situation involves. Is it monetary? Job related? This list could go on. Honesty is unconditional, and a good negotiator should resist the temptation to be dishonest when dealing with a partner whose honesty is questionable (Nyerges, 1987).
If you think you’re in a deceitful situation then it is probably best to re-evaluate the situation and either take a different approach, or walk away from it all together. In any good negotiation, both parties are entering with a truthful and honest stance, and the result is usually positive for everyone involved. If a business has no code of ethics, or it is one that is not followed or practiced, employees and other business associates will look down upon and maybe even talk down the company, which in turn will leave the company with a bad reputation. As a company, an employee and/or as a business associate, you want to deal with reputable companies; companies you can trust and know are making an honest living. If you believe that what you are offering the best possible option, it will be much easier for you to stand behind it and fight for it. You will have confident and informative information to back you up. It seems that after reading this article, there are quite a few people that will do what they have to do to get what they want in a negotiation, like lie.
Vagueness and Ambiguity
Ambiguity and vagueness are huge avenues for miscommunication and taking things out of context. Just like with text messaging and emails, there is sometimes too much room for interpretation, especially with ambiguity and vagueness. There is too much room for error with these two things. Someone’s tome alone can dictate a conversation for better or for worse, but in these situations, it would be for worse. Whether this technique is intentional or not, a lot can be left unsaid with this. This type of technique can also be used to the converser’s advantage; maybe they are trying to say less to manipulate someone.
“It is unfair to require an individual to take a significant risk or incur a significant cost out of respect for the interest or moral right of others, if that individual has no reasonable grounds for trusting that the relevant others will “(or would) take the same risk or make the same sacrifice” (Dees and Cramton, 1991)
Do you think that vagueness and ambiguity are forms of deception? I don’t think so. It is hard to immediately trust that the other is acting in all honesty as well. Would we all like to feel that in the aspects of our life when it comes to negotiating, of course? However, until trust is established, it is in our nature to hold back. It is also in out nature to pursue only what we want.
Negotiations and bargaining are a part of life and something that we will always have to deal with and work with. Along with negotiations and bargaining should be honesty and ethics, but those don’t always go hand in hand. Some people care more and are more focused on the outcome than they are with ethics and honesty. As Bonhoeffer said, “telling the truth is not solely a matter of moral character, it is also a matter of correct appreciation of real situations and of serious reflection upon them. ”
References
- Nyerges, J. (2007, July 02). Ten Commandments for a Negotiator. Retrieved December 22, 2018, from https://onlinelibrary. wiley. com/doi/abs/10. 1111/j. 1571-9979. 1987. tb00388. x
- Provis, C (2000). Honesty in negotiation. Business Ethics: A European Review, 9(1), 3-12.
- https://search. ebscohost. comcsuglobal. idm. oclc. org/login. aspx?
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- SHREWD BARGAINING ON THE MORAL FRONTIER: TOWARD A THEORY. . . (n. d. ). Retrieved December 22, 2018, from https://www. econ. umd. edu/sites/www. econ. umd. edu/files/pubs/91beq-shrewd-bargaining. pdf
