6/24/2024, 6:46:19 AM
Negotiation Models: Balancing Value and Ethics
In this discussion, we explore various negotiation models used in business contexts, considering their implications for creating value and maintaining ethical standards. By examining different approaches to negotiation, we aim to understand how businesses can achieve mutually beneficial outcomes while upholding moral principles and social responsibility.
Choose two negotiation models from the list provided:
Win-Win Negotiation
Interest-Based
Principled Negotiation
Total Cost of Ownership (TCO) Negotiation
Supplier Relationship Management (SRM)
Reverse Auctions
Dynamic Pricing
1. For each selected negotiation model, address the following points in your discussion:
Describe the key principles and characteristics of the negotiation model.
Discuss how this model aims to create value for all parties involved in the negotiation process.
Analyze the ethical implications associated with implementing this negotiation model. Consider factors such as fairness, transparency, and long-term consequences.
2. Compare and contrast the two negotiation models you have chosen, highlighting their similarities, differences, and potential trade-offs in terms of value creation and ethical considerations.
3. Reflect on your personal perspective. Which negotiation model do you believe strikes the best balance between creating value and maintaining ethical standards in business relationships? Justify your answer with relevant arguments and considerations.
Reference
Sherwood, C. N. C. (2022). A lie is a lie: The ethics of lying in business negotiations. Business Ethics Quarterly, 32(4), 604–634. https://doi-org.ezproxy.ccu.edu/10.1017/beq.2021.41
Use at least 1 additional scholarly peer reviewed reference
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