Settling a Lawsuit When the Discussion Chapter

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As a representative I take responsibility for the deaths of these animals and would like to cooperate with those harmed to help them feel like justice was done. Unlike the three options in the instructions, I would not say I only had $100,000 to divide up among the families but I would not reveal my bottom line, because that is an appropriate tactic. I would also do my homework and research how much money has been awarded to other individuals in similar cases.

Question TWO: To assure that the negotiation was conducted fairly, I would employ all five of the standards: reciprocity (I'd want to be treated fairly); universality (I would want to be a role model for others); publicity (I would want my good faith bargaining strategy to be publicized); trusted friend (telling a close friend I was ethical would be easy); and the legacy standard (yes I would want to be recalled as a tough but fair and ethical negotiator).

Question THREE: It would be ethical and perfectly reasonable to hide my bottom line ($250,000) from the families; you don't have to show all your cards to be ethical in this case. However, it would be highly unethical to tell the families that I only have $100,000 to work with, or that if they don't settle quickly the "money will be gone."

Question FOUR: The three points that the assignment put forward as options for the negotiator are unfair and unethical.

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But by adhering to the ethical principles of negotiating (trying honestly to reach a valid agreement) I am being fair.

Question FIVE: I would create trust by spending time informally with the leadership of the group of families; I own two dogs so I am sensitive to their feelings; I am a volunteer in an animal rescue nonprofit organization and sharing that with the group should be a first step in establishing trust. "Us culture" is identity-based trust that I would employ; also, "relational trust" would come into play because I can demonstrate I've been reliable and fair in past negotiations.

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