The process of negotiation between buyer and supplier inevitably raises some ethical tensions, given that the situation is often characterized as one of the two combatants coming together to do battle. Explain any five popular negotiating tactics, all of which can be challenged on ethical grounds.

there are five popular negotiating tactics, all of which can be challenged on ethical grounds.

Explanation:

Principle 1. Reciprocity:

Would I want others to treat me or someone close to me this way?

Principle 2. Publicity:

Would I be comfortable if my actions were fully and fairly described in the newspaper?

Principle 3. Trusted friend:

Would I be comfortable telling my best friend, spouse, or children what I am doing?

Principle 4. Universality:

Would I advise anyone else in my situation to act this way?

Principle 5. Legacy:

Does this action reflect how I want to be known and remembered?

Doing the right thing sometimes means that we must accept a known cost. But in the long run, doing the wrong thing may be even more costly.

1. c

2. b

3. a

4. c

5. a

6. b

7. c

8. c

9.b

10. d

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