Ethical Conduct in Negotiation Essay

Ethical Conduct in Negotiation Essay

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Ethical Conduct in Negotiation Essay

Negotiation Course Questions

Are you able to answer 10 of the 16 questions below?

1. Getting to Yesand your Manual readings suggest that “there can be no negotiation without communication.” Assuming that this is more than a cliché, what does this mean? Discuss communication variables and barriers that are important to understanding negotiation success and negotiator effectiveness.
2. In negotiations, truthfulness (honesty, veracity, etc.) seems to be a low priority or get lost entirely. How do determine what is ethical conduct in negotiation? Other than our own sense of ethics, what constraints or reasons do you see to avoid questionable conduct?
3. What is your definition of negotiation? Distinguish it from other dispute resolution processes. Is negotiation involved in and/or part of those processes?
4. Based on the readings, what is your understanding of integrative bargaining? What is the contrasting type of bargaining? Describe the essential differences. Do people need to select one mode or the other as their style? Why or why not?
5. What are the “Top Ten” characteristics of a good negotiator? Prioritize them and indicate why you rank them this way? Which are you working on and how?
6. Describe the importance of non-verbal behavior in understanding negotiation? How do you recognize, use, and/or respond to it?\
7. If you are faced with a negotiation “opponent” who appears to have more power resources than you do, what are some steps or approached you can take to improve your chances?
8. Emotions and/or personal involvement can both help and/or hinder a negotiation. Discuss how “feelings” can have a positive or negative impact and can be “used” by a negotiator.
9. What would be your advice for a new negotiator (e.g., some do’s and don’t`s)? Give them a good start. Use a “top ten” list format if you like (but give more than Letterman one-liners).
10. Discuss the importance of trust during negotiations? How do you exhibit it? How do you know when to trust others? What can you do if you don’t trust the other side?
11. Negotiating one-on-one is hard and team negotiating can be even harder and more frustrating. What can you do to ensure the benefits of a team and avoid the problems?
12. What is the “prisoner’s dilemma? What does it suggest, and/or teach, about negotiating and strategy?
13. What are several specific techniques or methods can you use to elicit (obtain) information from the other side?
14. When dealing with a representative in negotiation, how do you know whether he or she has authority to bind the other party? How do you ensure this?
15. What steps would you take in preparing to negotiate with someone of a substantially different background (e.g., culture)? What are some “Do’s” and “Don’ts”?
16. From a purely practical standpoint, discuss why you should be concerned about stereotypes you have about people with whom you are negotiating.

 

RUBRIC
Excellent Quality 95-100%	Introduction 45-41 points The background and significance of the problem and a clear statement of the research purpose is provided. The search history is mentioned.		Literature Support 91-84  points The background and significance of the problem and a clear statement of the research purpose is provided. The search history is mentioned.			Methodology 58-53 points Content is well-organized with headings for each slide and bulleted lists to group related material as needed. Use of font, color, graphics, effects, etc. to enhance readability and presentation content is excellent. Length requirements of 10 slides/pages or less is met.
Average Score 50-85%	40-38 points More depth/detail for the background and significance is needed, or the research detail is not clear. No search history information is provided.		83-76  points Review of relevant theoretical literature is evident, but there is little integration of studies into concepts related to problem. Review is partially focused and organized. Supporting and opposing research are included. Summary of information presented is included. Conclusion may not contain a biblical integration.			52-49  points Content is somewhat organized, but no structure is apparent. The use of font, color, graphics, effects, etc. is occasionally detracting to the presentation content. Length requirements may not be met.
Poor Quality 0-45%	37-1 points The background and/or significance are missing. No search history information is provided.		75-1 points Review of relevant theoretical literature is evident, but there is no integration of studies into concepts related to problem. Review is partially focused and organized. Supporting and opposing research are not included in the summary of information presented. Conclusion does not contain a biblical integration.			48-1 points There is no clear or logical organizational structure. No logical sequence is apparent. The use of font, color, graphics, effects etc. is often detracting to the presentation content. Length requirements may not be met
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