Ethics and Negotiations

Are hardball tactics OK to use? Sometimes a course of action is legal but is questionable in terms of ethics.

A good rule of thumb is that hardball tactics should not be used because the negotiation is likely not to be

Don't use plagiarized sources. Get Your Custom Essay on
Ethics and Negotiations
Just from $13/Page
Order Essay

the last time you will interact with the other party. Therefore, finding a way to make a deal that works for

both sides is preferable. Otherwise, if you have the complete upper hand and use it to “destroy” the other

party, it’s likely that at a future date the other party will have the upper hand and will use it to retaliate

mercilessly against you. What’s more, your reputation as a negotiator will suffer. As J. Paul Getty said,

“My father said: ‘You must never try to make all the money that’s in a deal. Let the other fellow make

some money too, because if you have a reputation for always making all the money, you won’t have many

deals.’” [1]


Ethics 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.


Here are some tips for ethical negotiations:

• Be honest.

• Keep your promises.

• Follow the Platinum Rule. The Golden Rule tells us to treat others the way we want to be treated.

Author Tony Alessandra goes a step further with the Platinum Rule: “Treat people the way they

want to be treated.” Caring about others enough to treat them the way they want to be treated

helps build long-term relationships based on ethics and trust. [2]