Alternative Dispute Resolution/ Ethical Influence in Negotiation

Sometimes the negotiation process doesn’t work well for whatever reason, and companies will engage in what is known as ‘Alternative Dispute Resolution’ (ADR) such as mediation and arbitration.  Do some research on the concept of ADR and discuss some examples of where and why such alternatives are used.

Discuss a negotiation you were involved in that included at least two or three of the six principles of ethical influence described in Chapter 5 of your text and whether you believe the use of such an approach was ethically appropriate.

Influence is also an important consideration. Having an understanding of social dynamics and ways people are influenced can also be useful in a negotiation.  Some important ethical influence categories are identified below (along with examples). You can spend some more time with these concepts in your readings.  For the time being, take some time to think about negotiations you’ve been involved with and whether you have encountered individuals utilizing these methods to influence your decisions.

Ethical Influence Example
Reciprocity The salesperson got me a cup of coffee so now I have to do something nice for her.
Liking I really like this salesperson.  I’m going to do what I can to be liked as well.
Social Proof Your neighbor, Bob, and Delores down the street bought our new ceiling squeegee, so you should too!  You don’t want to be left out of the crowd.
Authority I am an expert in the field of herbicides.  This is the herbicide you need to protect your crops.  There’s none better.
Consistency I walked into this dealership hoping to buy the red sports car parked on the lot.  I should be consistent with my original plan.
Scarcity There are very few of these left.  Buy now (often at an inflated price) before they’re all gone.



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