ETHICS AND

INTERNATIONAL
NEGOTIATIONS

Natalia Castillo Ramos

Nicole Grimaldo Torres
Laura Stefany Pedraza
“An international business professional
must be prepared to develop
management, control and management of
persons and companies linked to national
and international markets and
environments that have to do with the
development of the exchanges of goods
and services in a global trading
environment.”
Moreno, R (2021)
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Ethics is usually applied in social

ethics in

standards about what is right or

wrong in a particular situation

Ethics in the negotiation

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 International business
ethics defined

for employees,
Beyond presenting a code of ethical conduct
an international business ethics policy must consider such
practices as corporate governance, bribery, discrimination,
social responsibility, and fiduciary duties. A definition of
international business ethics begins with a moral code of right
and wrong, but modern business ethics has expanded to
encompass supporting social and environmental causes, and
being a responsible member of the communities where the
company operates.

 Ethical standards establish trust

between parties doing business
together, including both partners
and customers. Organizations earn

Ethical
this trust by demonstrating a
pattern of ethical behavior over
time, gaining a reputation for fair
dealing and respect for human
rights and social responsibility.
Types of
deceptive tactics
Feign our position to the
counterpart

Deterrence

Adultery

Ardid

Selective discovery
 Justifications for the use
of unethical tactics

The tactic was inevitable The tactic produces

good results

The tactic helped avoid They had it coming

negative consequences

They were going to do

it anyway
Examples
A cereal manufacturer’s ethical standards prevent it from making
unsubstantiated health claims about its products, even if its
competitors make such unproven assertions in their marketing.
An electronics manufacturer must halt production after defects are
found during quality control checks of several batches even though
the delay will cause it to miss the shipping date.
An employee who learns of a financial shortfall at a confidential
internal meeting is prevented by law and by the company’s ethics
policy from profiting from the information in any way.
Agreements that have favored only
one of the parties, generating
imbalances and conflicts in the long
term.
Corruption scandals in which The impact of
negotiators have accepted bribes or misconduct in
personal benefits in exchange for international
favoring one of the parties.
negotiations
Conflicts that have dragged on for
years due to the lack of effective
dialogue and negotiation between
the parties.
Ethics and Corporate Social Responsibility in International
Negotiations

Establish internal policies that promote ethics and social responsibility in

all company operations.
Integrate the UN Sustainable Development Goals into the company's
negotiation and business strategies.
Consider the social and environmental impact of business decisions and
establish accountability mechanisms.
Ethical principles in Honesty: implies telling the truth and
acting in a transparent manner at all
international times.
negotiations Respect: refers to recognizing and
valuing the dignity and rights of all
parties involved in the negotiation.
Fairness: implies treating all parties
fairly and equitably, without favoring
particular interests.
Responsibility: refers to assuming the
consequences of the decisions made
in the negotiation and acting ethically
at all times.