ATTRIBUTION THEORY AND UNETHICAL PRACTICES IN NEGOTIATION: HOW TO EXPLAIN WHAT IS UNBEARABLE?

Claude ALAVOİNE; Claudine BATAZZİ

Makale detayları

ATTRIBUTION THEORY AND UNETHICAL PRACTICES IN NEGOTIATION: HOW TO EXPLAIN WHAT IS UNBEARABLE?

Yazarlar:

Claude ALAVOİNE | Claudine BATAZZİ

Yayıncı:

Sosyal Bilimler Araştırmaları Derneği

Dergi:

International Journal of Business and Management Studies 2013 Vol.5 Issue 2, pp.33-51

Belge Tipi:

Makale

Yayın Tarihi:

11/2013

Belge Dili:

Türkçe

Document ID (Org No.):

2000809121

Sıklık:

İki Yıllık

eISSN:

1309-8047

Özet:

 

As a purely human activity used in order to solve conflicts or in a more positive
 way, to build projects, negotiation is a complex interaction involving participants
 with different visions of what is or should be a proper one. While in practice
 negotiation is always a mix of cooperation and competition, these two elements
 correspond to different approaches of the relationship and also different
 orientations in term of strategy, techniques, tactics and arguments employed by
 the negotiators with related effects and in the end leading to different outcomes.
 The levels of honesty, trust and therefore cooperation are influenced by many
 factors like the uncertainty of the situation, the objectives, stakes and interests, the
 level of power, the negotiator's personality and also by the orientation given from
 the very beginning of the relationship. Negotiation poses ethical problems on the
 simple fact that each party tries to get the other party to do something in its own
 interest; The use of a specific tactic depends on each negotiator's perception of the
 ethical appropriateness of it. Most of the negotiators have a tendency to complain
 about the unethical aspects of the tactics used by their counterparts while, at the
 same time, they are mostly unaware of the sources of influence of their own
 vision of negotiation and practices. The legitimacy of the use of deception, lies or
 even threats during the process has been widely discussed and remains the source
 of many debates. These choices can sometimes be in opposition with the
 negotiator's initial representation of what should be the interaction, based on his
 own values, beliefs that are usually expressed in society. Are people always acting
 in negotiation like they do in a non conflicting situation? Could the willingness to
 succeed justify any means? What are the reasons or the causes of their behavior in
 this specific situation?
 In other words can unethical practices always be attributed to personal
 characteristics (internal causes) or also be justified by the requirements of the
 situation (external causes)? While reason explanations refer to intentional 
 behaviour, causes explanations refer to unintentional behaviour. But how could
 negotiators be unintentionally unethical in their practices?
 Drawing on concepts from several disciplines, our first intention in this paper is to
 clarify the sources of influence leading negotiators to unethical practices in
 opposition sometimes with their vision of the relationship. Then we will examine
 some aspects of the attribution process enabling participants to make causal
 explanations about unethical practices in order to uncover new hypotheses for
 experimental research.

Makale detayları

ATTRIBUTION THEORY AND UNETHICAL PRACTICES IN NEGOTIATION: HOW TO EXPLAIN WHAT IS UNBEARABLE?

Yazarlar: Claude ALAVOİNE | Claudine BATAZZİ

Yayıncı: Sosyal Bilimler Araştırmaları Derneği

Dergi: International Journal of Business and Management Studies 2013 Vol.5 Issue 2, pp.33-51

Belge Tipi: Makale

Yayın Tarihi: 11/2013

Belge Dili: Türkçe

Document ID (Org No.): 2000809121

Sıklık: İki Yıllık

eISSN: 1309-8047

Sayı

Yazarlar:

Claude ALAVOİNE | Claudine BATAZZİ

Yayıncı:

Sosyal Bilimler Araştırmaları Derneği

Dergi:

International Journal of Business and Management Studies 2013 Vol.5 Issue 2, pp.33-51

Belge Tipi:

Makale

Yayın Tarihi:

11/2013

Belge Dili:

Türkçe

Document ID (Org No.):

2000809121

Sıklık:

İki Yıllık

eISSN:

1309-8047