Imagine you are in a negotiation process with a coworker. The issue under discussion is how best to allocate resources over the next quarter. Your counterpart is aggressively pressing to assign a particular employee to an important project in his development group during the second half of the year. However, you know this employee is going to be out on medical leave for four months in the second half. You had been wondering how to deal with the lost man hours (this employee is very experienced and not easily replaced). This presents an opportunity to push the problem off to another group and bargain for other resources to man your projects.

1. What ethical values should you use in this negotiation? How did you decide?

2. How would you determine whether the negotiation is conducted with substantive fairness?

3. What concealment behaviors would be ethical and unethical in this negotiation?

4. Are you employing fair procedures in this case?