Ethical Considerations in the Context of Diplomatic Negotiation: An Empirical Study

Abstract

This paper sought to examine the ethicality of negotiation behaviors in the context of diplomatic negotiations. Mismatched ethical expectations are one of the biggest barriers to effective conflict resolution. Using inappropriate tactics can hinder the negotiation process and cause the breakdown. Despite this, there is scant understanding of how diplomats and political scientists view the ethics and morals underlying the negotiation process. Twenty senior diplomats from Portugal rated their perceptions of the appropriateness and perceived efficacy of forty five ethically ambiguous negotiation tactics (EATN). Results showed that respondents judged the ethical appropriateness of tactics of emotional deception more favorably than tactics of cognitive deception. Results also indicated significant differences in the perceptions of the appropriateness of most tactics and their efficacy in the international arena. Implications for the role of ethics in diplomatic negotiation are discussed.