|
To clearly understand the idea of negotiation ethics, we must first define what it means to be ethical. To be ethical, or to have ethics, simply means being in accordance with the rules or standards for right conduct or practice, especially concerning the standards of a profession.〔(http://dictionary.reference.com/browse/ethical)〕 With this in mind, negotiation ethics is the application of ethical behavior during pertinent negotiation positions. Negotiation ethics is a growing research field within business academia. Over the last twenty years, the notion of negotiating ethics has developed from an individual merely knowing the minimal legal threshold of acceptable behavior, to individuals being more aware that interests can be best understood in a wide perspective of ethical behavioral over the long term.〔Gibson, Kevin. "Ethics: The New Canon of Negotiation Ethics." Marquette Law Review 87.4 (2004): 746-52〕 The idea of negotiation ethics is closely tied to the “principled negotiation” as described by Fisher, Ury, and Patton (1981)〔Fisher, Roger, William Ury, and Bruce Patton. Getting to Yes:Negotiating Agreement without Giving in. New York, NY: Penguin, 1991〕 in their ever popular book, Getting to Yes. The concepts within their book sprung forth ideas, such as, negotiations should be approached with the mindset of doing the right thing for its own sake without regard to consequences. This basis of negotiation introduces not only a moral argument, but also introduces a case for the utilitarianism movement.〔Young, Mark. "Sharks, Saints, and Samurai: The Power of Ethics in Negotiations." Negotiation Journal 24.2 (2008): 145-55〕 Respect lies deep within the foundation of this school of thought concerning ethical negotiation. The authors propose that the negotiator does the right thing, even interpreting more ambivalent ethical questions conservatively; not because of the attractiveness of potential short-or long-term payoffs, but simply because the other party deserves to be treated with respect and not instrumentalized as a means to one’s own better negotiation results.〔Cohen, Jonathan R. "The Ethics of Respect in Negotiation." Negotiation Journal 18.2 (2002): 115-20〕 For many professional negotiators, the idea of being ethical during a negotiation is a dangerous minefield leading through an impossible feat, not meant to be accomplished. Many of these negotiators feel that negotiation ethics create a weak negotiation because it “encourages parties to disclose information to each other and develop a degree of trust, in contrast to the adversarial posture of traditional positional bargaining.” This expression of trust is contrary to the hard-tactic negotiations displayed by so many in the business world today. The thought of mutual benefit is dissipated, while the greed for gain over another grows rampantly.〔Gibson, Kevin. "Ethics: The New Canon of Negotiation Ethics." Marquette Law Review 87.4 (2004): 746-52〕 == Ethical Minimum == An ethical negotiation is successful when the outcome is found by satisfying both of the parties, is defendable and sustainable according to an informed and neutral third party, and can be justified by universal principles. The triad of reciprocity, respect, and trust must be present in the basic intentions of negotiation. The moral minimum for negotiating ethics consists of interests of well-being, autonomy, political freedom, standard social roles, and focal interests.〔VanEs, Robert. Negotiating Ethics: On Ethics in Negotiation and Negotiating in Ethics. Delft, The Netherlands: Eburon, 1996.〕 If the parties disagree about the acceptability of the moral minimum, they enter negotiations on the basis of the constructive concept. If they disagree about the interpretation of the moral minimum for a specific context, they enter negotiations on the basis of the civil or mercantile concept. ផា សុខជា 抄文引用元・出典: フリー百科事典『 ウィキペディア（Wikipedia）』 ■ウィキペディアで「Negotiation Ethics」の詳細全文を読む スポンサード リンク
|