Ethics are broadly applied social standards for what is right and what is wrong in a particular situation or a process for setting those standards. They differ form morals, which are individual and personal belief of what is right, and what is wrong.
There are six categories of marginally ethical Negotiation Tactics: traditional competitive bargaining, emotional manipulation, and misrepresentation to opponent’s networks, inappropriate information gathering, and bluffing.
The consequences of unethical conduct are based on whether the tactic is effective, how the other person evaluates the tactic and how the negotiator evaluates the tactic. When the negotiator uses the tactic that may produce the reaction, the negotiator must prepare to defend. The primary purpose of the explanation and justifications is to rationalize, explain, or excuse the behavior.
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