"Unethical conduct" during a negotiation Essay

"Unethical conduct" during a negotiation - Essay Example Lewis (1985) expresses the idea that it is difficult to determine which practices in business are ethical and which not. There is no definition which business practices are considered unethical. There is no common denominator as to what is unethical in business negotiations. Peoples views about ethical behaviour vary, depending on their culture, upbringing, age group, educational background and possibly even gender. Even though, there is no definition, it will be fair to admit that as long as participants are willing to approach each others arguments in an honest way and exchange information in a socially agreeable way without abusing their powers this is an ethical business negotiation (Lewis, 1985). Negotiating is indeed conveying the information in a way that persuades the counterpart (Lewicki and Robinson, 1998). Thus, the primal source for unethical conduct lies in the honesty of the exchanged information. In this train of thought, bluff, lies and deception all come as natural tools and negotiators use them to manipulate in order to turn the deal in their favour. Threatening can also be interpreted as an unethical practice and a way to demonstrate who has the upper hand. However, Lewicki et al (2001) suggest that power in negotations should not be viewed as coercive or absolute. Even though the power in negotiations is the capacity to influence and get the desired outcome, there should be a clear line between using power in interpersonal situations and that of applying it in business environment. According to Lewicki (1983), when negotiators decide to use lying, it is to gain power over the opponent by providing false information. Lying can take the form of bluffing or deception. Sometimes such practices can be considered as a strategy in the business game. Business ethics should not be confused with morals and ethics in the private life. By and large bluffing is morally right and is accepted in