Avoid Deceptive Programs

Avoid Deceptive Programs

Why is honesty important at the negotiating table and how do negotiators avoid deception during negotiations?  The other person may not realize that their behavior is immoral, and even if they do, they may morally justify their behavior in this particular case.  There is fraud in such conversations.

  What is unethical behavior?

      Ethical dilemmas are often more apparent to passive audiences than decision-makers (see also Negotiation Skills in Business Communication: The Path to Deception).

      Moral fading process in which “the moral color of moral choice fades into a pale tone … without any moral implication”.  Self-deception is at the core of moral discoloration;  We hide the ethical aspects of judgment to maintain our belief that we are legal entities.

      Negotiators sometimes work their way down the slippery slope of unethical behavior by changing the numbers a small amount at first and a large amount at other times.

      You can use euphemisms like “right size” instead of “fire,” or call something a “business decision” instead of a moral judgment.

      An initial, vague response to a recruiter’s request for other job postings can lead to more complex lies.

      It was not immoral!

      Even if you find yourself in a moral dilemma, you cannot make an ethical decision (see also “Defending Yourself From Deception”).  Stanford University psychologist argues that individuals selectively activate and deactivate their moral self-restrictions and thus behave immoral and dehumanizing.  We prevent unethical behavior by shifting or expanding responsibility (“It’s your fault too”), minimizing consequences (“It’s okay”) and even blaming the victim.

      In a job negotiating, you may lie to the hiring manager if you feel it was not appropriate to ask about your options.  Or you could argue that “everyone” is using these tactics and making your lies a part of the bigger game.

      The fight against the forces behind the deception in conversation

      To make sure you’re negotiating effectively, you need to identify ethical dilemmas, clearly identify unethical behavior, and combat the forces we describe.  Since you know why honesty is only half the battle, here are four guidelines to help you achieve these goals:

      1. Set a Personal Standard

      Before starting a conversation, establish a personal ethical standard for your behavior.

      How ethical do you want to be?

      Determining ahead of time which behaviors are prohibited should help you identify ethical dilemmas and make decisions that meet your standards.

      Also, create a plan to address any specific ethical dilemmas you may face.  The well-prepared job applicant will be prepared to strategically but ethically answer questions about their other offers, perhaps highlighting the benefits of focusing on creating an offer that satisfies both parties.

      2. Question Your Assumptions

      Tenbrunsel found that the more seductive interlocutors lied, the more likely they were to believe that their opponents would lie to them.  Realize that your perception of the other person’s morality may be wrong, driven by your own desire to behave unethically.

      3. Improve Your Power

      If helplessness in negotiation inspires deception, it means that you should work harder to increase your bargaining power.

      Exploring your outside options is an obvious first step.  Your skills, your knowledge, a strong relationship with your counterpart and even the generation of an elegant solution.

      Thinking creatively about sources of power will help you avoid unethical statements.  Even thinking about a conversation in which you had the most power can improve your sense of power in an ongoing conversation.

      4. Customize Your Opponent

      When interacting with the group, try to see each member as an individual.  Our research with Charles Naquin found that interlocutors were more likely to lie to groups than individuals, but this tendency was reduced by naming group members.  Knowing the members of the opposing group will help you maintain their ethical standards.

      Here are some steps to avoid deceptive programs :-

      When negotiating business deals, the following 10 things can boost your counterpart’s integrity:

      Assure your colleagues that you will achieve your goals.  When you express your optimism that both of you will achieve your goals, you are showing that you view the conversation as a problem-solving pursuit (rather than a winner that takes everything), giving feedback, morals and  reducing the chances of a competitor.

      Assure your coworkers that you are making progress.  It’s easy to lose track of how far you’ve come in the middle of a conversation.  Knowing the progress of the partners will help to increase their satisfaction, reduce their frustration and maintain an atmosphere of cooperation.

      Emphasize how your and the other person’s goals are related.  Our goals are often more closely related than we realize and it may be wise to suggest that they may be violated in the process if they try to take advantage of you.

      Suggest that the other person has limited options for current offers.  If you really believe that the other person can’t get a better deal elsewhere, it can be helpful to point that out.  The more committed the other party is to a deal with you, the more likely they are to behave ethically.

      This means you have strong external choices.  To indicate that you have a solid BATNA (the best negotiable deal), it means that the other party may need less than you need.  If this is indeed the case, the warning should further deter the other party from lying and other fraudulent behavior.

      Outline general social identities (age, professional history, marital status, etc.).  Linking their similarities brings them closer together and can discourage unethical behavior.

      Encourage your associates to identify with an ethical organization such as your group of companies.  Reminding negotiators that they are responsible for certain industry standards should also contribute to integrity.

      View your connections to the other person’s social networks.  If the news reaches their friends and coworkers, they are less likely to try to mislead you.

      Remind your counterpart about the legal implications of unethical behavior.  You can also agree in advance to have an open and honest conversation.

      Mention the possibility of personal or social support in the future.  Consider becoming a gateway to valuable social or business networks.

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Respectfully

Vasile,