Ethics are broadly applied social standards for what is right and what is wrong in a particular situation or a process for setting those standards. They differ form morals, which are individual and personal belief of what is right, and what is wrong.
There are consequences of unethical conduct. A negotiator who employs an unethical tactic will experience consequences that may be positive or negative, based on three aspects of the situation: whether the tactic is effective, how the other person and audience will evaluate the tactic and how the negotiator evaluates the tactic.
Negotiators overlook the fact that although unethical conduct will get them what they want in the short run, these same tactics will lead them to tarnished reputations and diminished effectiveness in the long run.
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