Americans believe that certain negotiation tactics are wrong regardless of their effectiveness. Outright deception, fraud, exploitation of vulnerability, and breach of agreement violate ethical boundaries that Americans expect negotiators to observe. Hard bargaining is acceptable; dishonest bargaining is not.
The negotiator who “wins” through impermissible tactics earns condemnation rather than respect. These fairness constraints operate through both formal legal rules and informal reputational consequences. Being known as a dishonest or exploitative negotiator closes doors and damages future opportunities.
When negotiating with Americans, understand that they expect certain standards of conduct and will react negatively to perceived violations. They will also generally observe these standards themselves—American negotiation can be tough but is typically conducted within ethical boundaries.
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