Running head: ETHICAL VS. UNETHICAL NEGOTIATIONSDiscussion: Ethical vs. Unethical NegotiationsInstitutionName12ETHICAL VS. UNETHICAL NEGOTIATIONSThe Pitfalls that must be avoided in the Negotiation ProcessOne of the pitfalls that should be avoided is focusing on competing instead of collaboratingwith the other party. Some negotiators will make unreasonable and ambitious demands out of fearthat the other party may take advantage of them. It sometimes may quickly turn to threats and otherintimidating tactics as long as one gets what they want. As a negotiator, it is essential to preparewell enough and build trust and rapport with the other party. Such will help both parties in thenegotiation process to feel comfortable when sharing their interests. Also, making a rapport willhelp the negotiator to identity possible tradeoffs where they might choose to exchange an issuewith something else they value without disagreeing. A smart negotiator should, therefore, focuson coming to a win-win solution (Fleck, Volkema, & Pereira, 2016).Another common pitfall in the negotiation process is taking ethical shortcuts. Most people,when entering into a negotiation, tend to have ...
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