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Ethical Negotiations: A Trust-Building Approach to International Negotiations

Author

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  • Francisco A. Espinoza

    (ITESM, Monterrey, Mexico)

  • Norma E. Velasco

    (ITESM, Monterrey, Mexico)

Abstract

Negotiators assess the trust-worthiness of their counterparts in a variety of ways. One way is to define the integrity of a negotiation by how much buyers or sellers can be trusted: “Are they lying? Do they overpromise or under-deliver?” Despite this initial assessment, negotiators cannot accurately predict business outcomes, such as actual risks, quality or satisfaction with end products/services. Therefore, trust is a key element to facilitate the negotiation process in the early stages of deliberation. In this chapter, we will explore the application of ethical values as a trust-building formula to aid in international negotiations. Furthermore, we propose a role-based, trust-building, ethical approach tailored to the negotiator's needs. Only within an ethical framework, can trust become the cornerstone of a relationship that will genuinely service both negotiating parties and society.

Suggested Citation

  • Francisco A. Espinoza & Norma E. Velasco, 2019. "Ethical Negotiations: A Trust-Building Approach to International Negotiations," International Journal of Responsible Leadership and Ethical Decision-Making (IJRLEDM), IGI Global, vol. 1(1), pages 13-24, January.
    • Handle: RePEc:igg:jrledm:v:1:y:2019:i:1:p:13-24
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