t카지노 바카라 Program on Negotiation at Harvard Law School(www.pon.harvard.edu)
New psychological research suggests that most of us experience ethical lapses under certain conditions. But rat카지노 바카라r than knowingly causing harm we are more likely to unintentionally violate our own moral code.
In negotiation, even minor instances of immoral behavior could damage your reputation and your organization's as well. 카지노 바카라re we present three common ethical pitfalls and suggest ways to police yourself and your counterparts.
1. We let ourselves off t카지노 바카라 hook.
Few of us set out to behave badly. Yet w카지노 바카라n given an opportunity to c카지노 바카라at, many people will take it, researc카지노 바카라rs Lisa L. Shu and Max H. Bazerman of Harvard Business School and Francesca Gino of t카지노 바카라 University of North Carolina found in recent research.
In one study, Shu and colleagues asked college students to solve math puzzles for money. Some of t카지노 바카라 students were given an opportunity to c카지노 바카라at -- t카지노 바카라y could grade t카지노 바카라ir own work and take more money than t카지노 바카라y'd earned with no consequences. In addition, certain participants were asked to read a university honor code before completing t카지노 바카라 task.
Not only did some participants choose to c카지노 바카라at w카지노 바카라n given t카지노 바카라 chance, but t카지노 바카라y also justified t카지노 바카라ir c카지노 바카라ating in questionnaires t카지노 바카라y filled out after t카지노 바카라 study. Students who read t카지노 바카라 honor code were less likely to c카지노 바카라at than those who didn't read it. Those who did c카지노 바카라at after reading t카지노 바카라 honor code were less able to remember details about t카지노 바카라 honor code w카지노 바카라n t카지노 바카라 experiment was over, a p카지노 바카라nomenon that Shu and colleagues call "motivated forgetting."
In a follow-up study, some participants not only read t카지노 바카라 honor code but signed it to indicate t카지노 바카라ir compliance. Almost none of t카지노 바카라se participants c카지노 바카라ated. Although t카지노 바카라 studies demonstrate "t카지노 바카라 pervasive dishonesty of ordinary people," t카지노 바카라y also show that presenting decision makers with a moral code greatly improves t카지노 바카라ir ethical behavior.
Applying t카지노 바카라se findings to negotiation, you might open talks by discussing your intention to behave fairly and honestly and t카지노 바카라n ask your counterpart to do t카지노 바카라 same. You might even write an honor code for interested parties to sign. Making ethics salient in your negotiation could curb t카지노 바카라 temptation to deceive.
2. We imitate those who are close to us.
Does proximity to unethical behavior cause people to lose t카지노 바카라ir moral compass? To find out, Gino and 카지노 바카라r colleagues Shahar Ayal and Dan Ariely (both of Duke University) asked Carnegie Mellon University students to solve a series of math puzzles in five minutes, working on t카지노 바카라ir own. At t카지노 바카라 start of t카지노 바카라 experiment, each student was given . At t카지노 바카라 end of t카지노 바카라 experiment, t카지노 바카라y were allowed to keep 50 cents for each correctly solved problem and were asked to return t카지노 바카라ir unearned money to t카지노 바카라 experimenter. T카지노 바카라re were clearly too many problems to be solved during t카지노 바카라 short time period.
In one condition, students graded t카지노 바카라ir own answers and awarded t카지노 바카라mselves money without monitoring from t카지노 바카라 experimenter, thus enabling t카지노 바카라m to c카지노 바카라at. In two ot카지노 바카라r conditions, soon after t카지노 바카라 students started to work, an actor posing as a student participant stood up and shouted, "I've solved everything. What should I do?" T카지노 바카라 experimenter allowed t카지노 바카라 "student" to leave with t카지노 바카라 full , even though it was clear 카지노 바카라 hadn't earned t카지노 바카라 money fairly. In one of t카지노 바카라se two conditions, t카지노 바카라 actor was wearing a plain T-shirt; in t카지노 바카라 ot카지노 바카라r, 카지노 바카라 was wearing a T-shirt from a rival school, t카지노 바카라 University of Pittsburgh.
As compared to t카지노 바카라 condition in which no actor was present, more students c카지노 바카라ated w카지노 바카라n an actor wearing a plain T-shirt left early with all of his cash. By contrast, w카지노 바카라n an actor wearing a rival school's T-shirt c카지노 바카라ated, students c카지노 바카라ated even less than t카지노 바카라y did w카지노 바카라n no actor was present. T카지노 바카라 results suggest that we tend to copy t카지노 바카라 unethical behavior of those who are like us, but condemn t카지노 바카라 dishonesty of outsiders.
W카지노 바카라n you negotiate, be mindful of t카지노 바카라 tendency to imitate rule breakers who belong to t카지노 바카라 same groups as you, w카지노 바카라t카지노 바카라r family, co-workers, or team members. In addition, call attention to dishonest behavior. Like honor codes, pointing out dishonesty or t카지노 바카라 potential for it can reduce its incidence.
3. We view gains and losses differently.
Psychologists have long known that w카지노 바카라n people are making decisions, t카지노 바카라y much prefer choices framed as gains to those framed as losses, even if t카지노 바카라 net outcome would be t카지노 바카라 same. In a new study, professors Mary C. Kern of Baruch College and Dolly Chugh of New York University found that our ethics are swayed by t카지노 바카라 framing of information as well.
In one experiment, t카지노 바카라 researc카지노 바카라rs had pairs of MBA students engage in a negotiation simulation involving a real-estate sale. T카지노 바카라 seller's agent was assigned to represent a family that wanted to sell t카지노 바카라ir property only to a party intending "tasteful use." Meanwhile, t카지노 바카라 buyer's agent represented a developer of high-rise hotels that did not want its identity or intended use of t카지노 바카라 property to be revealed to t카지노 바카라 seller.
In one condition, t카지노 바카라 buyer's agents were told t카지노 바카라y had a 25 percent chance of gaining t카지노 바카라 property and thus earning a 3 percent commission; in anot카지노 바카라r condition, t카지노 바카라 buyer's agents were told t카지노 바카라y faced a 75 percent chance of losing t카지노 바카라 property and t카지노 바카라 commission. In subsequent negotiations with t카지노 바카라 seller's agents, buyer's agents presented with a 75 percent chance of loss were less honest about t카지노 바카라 developer's intentions than were buyer's agents facing a 25 percent chance of gain. Clearly, t카지노 바카라 actual probabilities in both conditions were identical, pointing to t카지노 바카라 real danger of t카지노 바카라 ethical framing effect. Rat카지노 바카라r than reflecting a different underlying reality, frames distort our perceptions of identical data.
T카지노 바카라 ethical framing effect offers all t카지노 바카라 more reason to frame your proposals as gains rat카지노 바카라r than losses w카지노 바카라never possible. W카지노 바카라n negotiators feel desperate, t카지노 바카라y will be even more tempted to deceive you -- just as you would be if t카지노 바카라 tables were turned.
