This essay focuses on adequate standards of ethics. impose the reasonable obligations to refrain from rape, stealing, murder, assault, slander, and fraud
TABLE 10.6 Negotiation Styles
CHINA UNITED STATES
Objective
Cooperative relationship • Written legal contract
Characteristics;
Firstly, Relationship based • Task based
Secondly, Between individuals • Between organizations
Thirdly, Long-term focus • Short-term focus
Further, Process oriented • Goal oriented
further, Holistic • Objective, logical, linear
lastly, More information needed • Less information needed
Low initial trust • High initial trust
Nonconfrontational • Assertive, confrontational
Particularistic ethics • Universal ethics. Ethics is two things. First, ethics refers to well-founded standards of right and wrong that prescribe what humans ought to do, usually in terms of rights, obligations, benefits to society, fairness, or specific virtues. Ethics, for example, refers to those standards that impose the reasonable obligations to refrain from rape, stealing, murder, assault, slander, and fraud. Ethical standards also include those that enjoin virtues of honesty, compassion, and loyalty. And, ethical standards include standards relating to rights, such as the right to life, the right to freedom from injury, and the right to privacy. Such standards are adequate standards of ethics because they are support by consistent and well-found reasons.
In contrast, U.S. negotiators, driven by the value of individualism and self-reliance, normally prefer a logical, linear procedure, where points are examined and bargained over individually and sequentially. Due to the cultural value placed on time, U.S. negotiations move through the bargaining sessions as quickly as possible. They are focus on the immediate end result of a contractually base agreement and are much less concerned