N8 Ethics in Negotiation

In this chapter, the author explore the question of ethical standards for behavior in negotiations. Ethics are broadly applied social standards for what is right or wrong in a paticular situation.  Most of ethics issues in negotiation are concerned with standards of truth telling how honest, candid, and disclosing a negotiation should be.  In this chapter we addressed the major ethical questios that arise in negotiation through consideration of these questions: 

1) What are ethics and why do the apply to negotiation?

2) What questions of ethical conduct are likely to arise in negotiation?

3) What motivates unethical behavior and what are the consequences?

4) How can negotiations deal with the other paty's use of deceotion?

Then the author discussed negotiation tactics that bring issues of ethicaliy into play.  How negotiations con respond to another party that may be using tactics of deception or subterfuge.