In this chapter shows what the ethical standards for behavior are in negotiations. A successful negotiator should choose the moral behavior when negotiate with people and should understand what factors must be considered. The chapter begins with the nature of ethics and it discusses negotiation tactics that bring issues of ethicality into play. Then it turns to a discussion of why such tactics are tempting and what the consequences are of succumbing to that temptation. Final, the chapter suggests several options to choose when we think the other party may be using deceptive tactics.
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