(Some additional comments on negotiations cont. 3)

Ethics

During negotiation people could do unethical things like lying; eg in salary negotiations, falsely claiming to have several firm offers that are considerably better than thier current situation.
"...it seems that our ethical standards are more fluid than we would like to believe..."
PON, 2022

Four forces that may result in unethical behaviour

i) the lure of temptation (the more lucrative the potential rewards are, the greater the chance of lying, eg the larger the bribe, more chance it is taken; the more desirable the job, the more likely the candidate is to lie about better offers)

ii) uncertainty's attraction
("...Uncertainty about the material facts in negotiation can inspire unethical behaviour.....Rather than providing more cautious estimates, uncertain negotiators actually provided more aggressive, less honest estimates..."
PON 2022)

iii) power of powerlessness (lack of power can lead  to more unethical behaviour; lack of alternatives can lead to increased chance of deception, ie provide misleading information, eg suggest having many clients, when in reality have only a few)

iv) anonymous victims (more likely to lie in a group setting than in a one-for-one situation, ie
"...negotiators perceive interaction with groups to be less personal than interaction with individuals......perception that they can justifies increased unethical behaviour when dealing with groups..."
PON, 2022)