Settling a Lawsuit
Review the Learning Exercise: Settling a Lawsuit in Chapter 8, page 218 of your text. Discuss two of the following statements.
- Discuss the ethical values you would use in this negotiation and the criteria you would use to make decisions.
- Discuss how you would determine whether the negotiation is conducted with substantive fairness.
Assume the role of one of the five parties in the GLOBE Project Study case as you form your answers.
- Explain why in Cross-Cultural Negotiations, the heuristic of availability is a culturally significant bias in a negotiation to sell a computer in a highly feminine society.
- Discuss the differences between promotion focus, prevention focus and shadow negotiation, and which type is a negotiator from a collectivist society more likely to have, and why?
Reference
Carrell, M.R. &Heavrin, C. (2008). Negotiating Essentials: Theory, Skills, and Practices. Upper Saddle, NJ: Pearson Prentice Hall. ISBN-10: 978-0-13-186866-3.
- Chapter 8: Ethics, Fairness, and Trust in Negotiating
- Chapter 9: The Influence of Culture and Gender on Negotiating
………………..Answer preview…………………..Ethical values are moral codes and principles of what is right or wrong. They govern ones behaviour and conduct while carrying out an activity. Ethics points what is deemed right and morally acceptable or wrong, good or evil, what is considered just or criminal or virtuous as compared to vice. Good ethical values do not focus on an end but the means used to achieve the end results. Three theories helps to sum up ethical practice as ethics of purpose that suggest that bad means do not necessarily guarantee a good end, ethics of principle that stresses on importance of doing to others what one would expect to receive from them and ethics of consequence that asserts that the end of any process is justified by the means used to arrive at the process (Carrell & Heavrin, 2008)………………………………………………………..
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