Isn’t this “ethics” business all about not lying and cheating?
If other people do it, shouldn’t I be doing it to them?
Who is more unethical: men or women? Younger folks or older folks? Experienced negotiators or inexperienced ones? The highly educated or the not-so-educated? Sociology majors or business majors? Are some nationalities/cultural groups/personality types more likely to lie and cheat in negotiations?
After taking an ethics course, will I be a more ethical negotiator? If not, how can I deal with the other party’s deceptions?
In answering these questions, incorporate your answers from the SINS II Scale questionnaire and personal or business experience.
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