Ethical Practices in Negotiation Flashcards

A negotiator notices that the opposing party does not speak English fluently and uses rapid, complex language deliberately to confuse them. This behavior violates which ethical principle?

Answer: Autonomy and fair dealing

Exploiting language barriers to impair another party's understanding violates their autonomy and the CNE's commitment to fair dealing.

What is the primary ethical reason that post-negotiation relationship management matters in the CNE framework?

Answer: To demonstrate that ethical conduct extends beyond the transaction and builds long-term trust

CNE emphasizes that ethical behavior is sustained and relational, not transactional—maintaining integrity after the deal reinforces the entire negotiation profession.

A negotiator uses anchoring with an extreme opening offer they know is far beyond any realistic value. Under CNE ethics, this tactic is:

Answer: Acceptable if the anchor is presented as a negotiating position, not a factual claim

Aggressive anchoring is a legitimate tactic when it represents a genuine negotiating position rather than a false factual assertion about value.

When a CNE negotiator encounters a situation not covered by their professional code of ethics, the best guidance is to:

Answer: Apply the spirit of the ethical principles to the novel situation

Codes of ethics cannot enumerate every scenario; CNE practitioners are expected to apply underlying principles—fairness, honesty, integrity—to novel situations.

Which scenario represents an ethical use of objective criteria in negotiation?

Answer: Presenting a range of market comps and explaining how they support a fair value conclusion

Ethical use of objective criteria requires honest presentation of relevant data, not selective citation designed to mislead.

A negotiator is offered a gift by the other party during active negotiations. According to CNE ethical standards, the negotiator should:

Answer: Decline and disclose the offer to their client to avoid any appearance of compromised loyalty

Accepting gifts from the opposing party creates a conflict of interest; CNE ethics require declining and disclosing such offers to the client.

Which best describes the ethical difference between persuasion and manipulation in CNE negotiation practice?

Answer: Persuasion appeals to legitimate interests and rational judgment; manipulation exploits biases or psychological weaknesses

CNE draws the ethical line at whether influence works through the other party's rational agency (persuasion) or around it by exploiting weaknesses (manipulation).