Assignment

• What is the role of ethics in negotiation? How does organizational culture affect ethics in a negotiation? If you are to write a code of conduct, what ethical and cultural considerations would you include and why??

• What are the five types of power? Consider a negotiation with which you are familiar. What parties were identified? Who had power or influence? Explain why. Based on your experience with a negotiation, how does having one or more of the five types of power affect the dynamics of the negotiation?

• Who are stakeholders in a negotiation? Why it is important to analyze stakeholder interests? How do you take these interests and incorporate them into a negotiating strategy?

• What is the ethical importance of full financial disclosure to the negotiation process? I am wondering how you feel about organizations who may not intentionally lie about their finances, but who may willingly omit information. Is it alright to lie by omission? Is it a lie, or just good negotiating tactics? What are your thoughts?

• When dealing with multiple organizations, whose ethics apply? Is it even possible to have a successful negotiation when one organization has a lower ethical standard than another?