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Ethics, Fairness, and Trust in Negotiations

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Discuss two of the following statements then respond to at least two of your classmates' postings. Try to respond to students who picked different statements.

a. Discuss how skills in ethics, fairness, and trust can be a part of the negotiation process even though some negotiation tactics challenge those values.
b. Identify the Five Bases for Trust and explain why they are important in the negotiation process.
c. Describe Kant's Ethics of Principle and Mill's Ethics of Consequences philosophies and discuss which theory you would be more incline to use in a negotiating situation.
d. Discuss the Functionalist Model, Mutual Trust Principle, and the test for meeting procedural fairness of a negotiation.

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Please find below my research for all of the four questions so that you will have an idea of each of them and it will be easy for you to decide which among them to choose to respond and elaborate more.

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a. Discuss how skills in ethics, fairness, and trust can be a part of the negotiation process even though some negotiation tactics challenge those values.
Since negotiation is a voluntary process, it depends on the way the parties communicate and how they can be motivated to reach to an agreement. Ethical systems guide parties to a good negotiation. Fairness is essential to get into a win-win situation. It is the belief system that serves as a basis for a person's values. Values reflect how a person works on something in achieving his goals. Hence, the more ethical a person is, the more chances that he or she has good values that enables him or her to make a moral decision. Fairness can be in the form of hearing the concerns of both parties and making a decision or agreement that will prove to be good for both negotiating parties. There is no impartiality, there is reciprocity and proportionality in the decision/agreement. Ethics and fairness builds trust in the parties during negotiation. Both parties ...

Solution Summary

643 words with 12 references to explain the five bases of trust, Kant's ethics of principle, Mill's ethics of consequence, the functionalist model and the mutual trust principle as well as a test for meeting procedural fairness in negotiations.

See Also This Related BrainMass Solution

BUSS: Labor negotiations

IWithholding Information

a. Identify ethical systems that may guide the parties to a negotiation.
b. Examine the substantive fairness of the negotiation.
c. Examine the procedural fairness of the negotiation.
d. Differentiate between concealment behaviors in negotiations that are ethical and those that are unethical among the parties in the negotiation.
e. Evaluate how the parties can learn to create trust in a one-shot negotiation and in a long-term negotiation relationship.

During recent labor negotiations, both parties knew that the rising cost of health insurance was going to be a major issue. Two years earlier in an attempt to curtail costs, the employer's management, without publicizing or concealing the fact, decided to become self-insured. The previous insurance provider had agreed to become a third-party administrator, so it was likely that the change would not have been apparent to the employees. During the current negotiations, the employer asked that the employees agree to change benefits in order to lessen the premiums the employer paid for the health insurance. The employer told the employees no other measures could be used to reduce those growing costs. In response, the employees asked the negotiator if the employer would consider becoming self- insured so their benefits could stay the same while the employer would be able to control the costs because there wouldn't be an insurance company realizing a profit from their contributions.
It became apparent to the employer's negotiator that the employees had not noticed the change to self-insurance two years earlier. Unfortunately, any savings by becoming self-insured had already been realized in the health care program and would not change the employer's need to have benefits reduced now in order to cut costs in the future. The negotiator worried that if the employees knew their employer had already become self-insured, they would not be willing to give up some of the plan's benefits, expecting rather that the employer absorb the cost. On the other hand, the negotiator wasn't sure it was right to withhold the information from the employees, regardless of the outcome of the negotiations.

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