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| Author: | Young, M. |
| Title: | Sharks, saints, and samurai: The power of ethics in negotiations |
| Journal: | Negotiation Journal
2008 : APR, VOL. 24:2, p. 145-155 |
| Index terms: | ethics negotiation power |
| Language: | eng |
| Abstract: | This article deals with the notion that ethics, far from being a check or drag on negotiator power (hereafter as: ng-pwr.), can actually help to enhance it. As the example of Nelson Mandela negotiating with the South African government showed, ethics can be a major source of power (here as: m-s-of-p.), diminishing or even neutralizing other weaknesses. Some of the principal ethical dilemmas facing negotiators are explored and the sometimes surprising ways that "right" ethical choices can actually increase ng-pwr. are also illustrated. As in the case of the medieval Japanese samurai, ethics can be a m-s-of-p. This thesis is illustrated anecdotally in three practical examples, leading to a proposal for how to deepen and apply this lesson to negotiation analysis and practice. |
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