9.2 Understanding Unethical Behavior in Negotiations

Every dance will have some missteps or a wrong step, much like our negotiations may have some unethical or, at the very least, questionable behaviours. Understanding what these behaviours are will make us more aware of when either we or the other party might be engaging in said behaviours.

Selective Disclosure

This behaviour involves highlighting positive information and downplaying (or omitting) negative information. Imagine a dance partner who only showcases their best moves during dance practice and never shows the steps they either cannot complete or often make mistakes with. This may seem advantageous in the short run, but eventually, they will have to perform those steps that they have issues with, and the truth will come out.

Misrepresentation

This behaviour involves negotiators misstating facts or their position (e.g. they are willing to accept a lower position than they originally stated). Think of a dancer who pretends that they already know the routine but haven’t learned or practiced it enough. Especially if the stakes are high, the consequences can be disastrous for both parties.

Deception and Lying

This behaviour involves negotiators providing factually incorrect information that leads to incorrect conclusions. Imagine if you are dancing with someone who leads you into the wrong step or moves on purpose to make you look bad. This misstep disrupts the flow of the dance, much like deception disrupts the trust and respect in the relationship.

False Threats and False Promises

This behaviour involves negotiators misleading the other party regarding actions they might take at the end of the negotiation process. This one is easy, and we have all encountered it at some point—someone making a promise that they do not intend to keep. We have probably encountered it in group projects, at work, etc. A dancer who pretends to commit to the performance and then doesn’t show up to the actual performance would be guilty of false promises.

Inflicting Direct or Indirect Harm

This behaviour involves negotiators intentionally sabotaging the other party’s chance of success. Finally, this could be argued as the worst behaviour because it intentionally harms the other party. It would be like your dance partner intentionally stepping on your feet to hurt you so that you couldn’t complete the dance.

One thing to keep in mind is the difference between unethical and illegal. A behaviour could still be legal and on the right side of the law, even though it is unethical.

“Issues in Negotiation” from Organizational Behavior and Human Relations by Freedom Learning Group. Provided by Lumen Learning and shared under a Creative Commons Attribution license unless otherwise noted.