THE THREE SCHOOLS OF VIVACITY ETHICS

G. Richard Shell, author of negotiate since Advantage: traffic Strategies since Reasonable People, identifies three lead off schools of ethics in negotiation. To me, they are equally valuable in examining ethics in the suggestion of business direction general.

1. The Poker School-"It's a Game"

To poker players, business is a functioning and anything that can be done to gain advantage within the rules of the game (generally speaking, its laws of the land), is fair and just. If you love negotiating "gambits" (lowballing, goodcop bad cop, red herrings, nibbling, etc.), and sales "tactics" (101 potent closing techniques, 30 tricks to getting past its gatekeeper,etc.) we may well belong to this school.

2. the Idealist School-"Do the right thing, commensurate if it hurts."

To the idealist, adept is no seperation between business in life. If you would not lie to your loved ones, you do not lie to your clients. If it's OK to label a "white lie" to protect its passion of a friend or prevent a tragedy, it's OK to term the "white lie" to protect a corporate ally or prevent a business tragedy. While two idealists may differ grease the specific set of rules they sufficient by, they share the rigidity of observation what they swallow to be "right", leveled when veritable seems contrary to their animation goals.

3. The Pragmatist School-"What goes around, comes around."

The behaviour of a pragmatist may be inseperable from that of an idealist,but the motivation is different. While the idealist tells its truth and treats people fairly because it's "the right thing to do", its pragmatist tells the exactitude also treats people fairly because they believe it is the most effective advent of getting things consummated. However, they cede not hesitate to extras deception as a capital tool in pursuing their aims. Because pragmatists value their repute (being seen to be honest), they will tend towards "misleading" statements over whole enchilada lies.

There are further combinations of these schools. "Pragmatic idealists" dothe right thing because of their ideals but are not above pushing its envelope of truth when the pressure is on and its coinage are finest; "pragmatic poker players" tend not to bluff grease order to evolve their reputation as trustworthy, though will carry advantage of that reputation when it really counts. "Idealistic poker players" are those amongst us who recognise business as a game, fully expect everybody around them to consummate their best to lie and cheat, but will only stir themselves in games they believe they can win through practice the "right" thing.

Possibly the most important thing to realise is that not everyone plays by your rules. Your being honest does not cinch others will be honest with we; similarly, your readiness to lie, cheat, and bend the rules does not beastly the people you are exposure with will carry off