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 is the role of ethics in negotiation?

The role of ethics is to establish a way of doing what is right, fair, and honest. If your counterpart feels you are being unfair or dishonest, he or she is less likely to make any concessions—or even to negotiate with you in the first place. Along his or her career a good negotiator will build long-term relationships based on ethics and trust.