Consequences of Unethical Behavior in a Negotiation

The video discusses the use of unethical tactics in negotiations, highlighting the potential for both positive and negative outcomes. It emphasizes the importance of evaluating the effectiveness of these tactics and considering the reactions of others and oneself. The video also explores how personal ethics and cognition influence perceptions of tactics, and the varying effects these tactics can have on third parties and the negotiation outcome.

What factors determine whether a tactic is considered ethical or unethical in negotiation?

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How does the effectiveness of a tactic influence a negotiator's feelings about it after the negotiation?

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In what ways can the reactions of third parties impact the perception of a tactic's ethicality?

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Discuss how personal feelings about a tactic can differ from the feelings of the other party involved in the negotiation.

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What are the potential consequences of using unethical tactics in negotiation for all parties involved?

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