What is the role of ethics in negotiation? How does organizational culture affect ethics in a negotiation? If you are to write a code of conduct, what ethical and cultural considerations would you include and why?

What is the role of ethics in negotiation?

The role of ethics is to establish a way of doing what is right, fair, and honest. If your counterpart feels you are being unfair or dishonest, he or she is less likely to make any concessions-or even to negotiate with you in the first place. Along his or her career a good negotiator will build long-term relationships based on ethics and trust.

How does organizational culture affect ethics in a negotiation?

Negotiation practices differ from organizational culture to organizational culture and that culture can influence "negotiating...