1. Why are ethics so frequently a problem in negotiations? What are some best practices a negotiator can use to determine whether a given behavior is ethical?
2. What are some of the behaviors that are considered ethically-questionable in negotiations? Is hiding one’s ‘real bottom line’ considered unethical? Have you personally experienced or witnessed any of these ethically-questionable behaviors or strategies? (hint: pg 167 of M&H, Lewicki and his colleagues provide some useful information here regarding ethically-questionable strategies) (NOTES ATTACHED)
3. A key challenge of business negotiations is contract renewals with partners, customers, clients, and suppliers, as it can be very costly to let these contracts become terminated (fail to reach an agreement on renewal). How might managers go about improving their own ability to negotiate (or renegotiate) these renewal contracts and enhance the quality of their win-win agreements?
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