{"id":7119,"date":"2017-06-13T16:56:39","date_gmt":"2017-06-13T14:56:39","guid":{"rendered":"http:\/\/www.munich-business-school.de\/insights\/?p=7119"},"modified":"2017-06-13T17:10:38","modified_gmt":"2017-06-13T15:10:38","slug":"negotiation-ethics","status":"publish","type":"post","link":"https:\/\/www.munich-business-school.de\/insights\/en\/2017\/negotiation-ethics\/","title":{"rendered":"Negotiation Strategies and Ethics"},"content":{"rendered":"

Negotiation Methods as Capitalism in Action<\/h2>\n

\u201eWe need freedom to prevent the state from abusing its power, and we need the state to prevent the abuse of freedom.\u201c
\nSir Karl R. Popper, The Open Society and Its Enemies<\/em><\/p>\n

Whenever I lecture to students or train managers in negotiation strategies, a certain thought frequently lingers in the air: Negotiation tactics are actually reprehensible \u2013 the concept of profit maximization, in general, is evil. Negotiation methods are often seen as a necessary evil, even by managers who book negotiation training sessions. When my book \u201eDEAL!\u201c<\/a> appeared in 2013, we could even read in the conservative CICERO that the order of society is threatened by people \u201dwho had clearly read too much Jack Nasher\u201c.<\/p>\n

The contempt for negotiation strategies is based on a deep misunderstanding of economics and capitalism per se: The erroneous assumption that one can only gain something if another party loses something.<\/p>\n

But actually the core for any economy is creating added value: You have a coach, and I have horses \u2013 let\u2019s open a haulage company together!<\/p>\n

Cooperation is voluntary in capitalism, as the outstanding economist Milton Friedman already highlighted again and again. Even the best negotiation strategies are worthless if no one is interested in my goods. Only if we add value will others wish to enter into business transactions with us. If we treat our customer badly he will leave. Exactly as with our employees. This principle of voluntary cooperation together with the modern market economy has created the greatest prosperity known in the history of mankind.<\/p>\n

The Gap Between Rich and Poor Is as Narrow as Never Before<\/h3>\n

It was still normal scarcely 100 years ago for poor people in wintertime to miserably die a wretched death barefoot on the street. And not only our well-being, but also the equality is breath-taking: A lawyer will no longer live in a palace with a dozen servants, but in a two-roomed apartment \u2013 and will run into the parking attendant in the evening in a bar. The gap between rich and poor is as narrow as never before.<\/p>\n

\"MBS<\/a>
\u00a9 nuvolanevicata \u2013 iStock.com<\/figcaption><\/figure>\n

In spite of these successes, capitalism is despised. Curiously enough not just by economically simple-minded populists, but even by those active in the middle of it too: Experienced managers have a bad conscience acting in a profit-driven fashion, and do penance by trying to fulfil their \u201esocial responsibility\u201c. Actually, their moral responsibility as expressed by Friedman consists in doing what they are paid for, usually to make their employer profitable. In doing so, advocates of \u201eCorporate Social Responsibility\u201c shed a poor light on one of the most important institutions of free societies.<\/p>\n

The significance of a profitable economy is of priceless value; every nation without such an economy perishes. The Austro-British philosopher Sir Karl Popper (1902-1994) demonstrated that democracy is only possible at all if power is decentralized. Centralized power, that is the apparently benevolent state as the directing force, always leads to an abuse of power \u2013 sooner or later.<\/p>\n

Freedom of Choice Is Not Possible Away From Capitalism<\/h3>\n

In free economies with countless participants power is distributed amongst innumerable protagonists. If I carry out negotiation training for Audi, for example, but am fired because I do not act in a manner conforming to their mission statement, I can apply to Daimler or to quite a few others. Away from capitalism however there are no others, there is only one, the state \u2013 freedom of choice is impossible. If I do not suit state-run company A, I should not even bother applying to state-run company B.<\/p>\n

What am I trying to say with this? A functioning economy is not a necessary evil, but the most distinguished expression of freedom and openness in our society. It strengthens democracy, which relies on the success of as many institutions as possible and virtually as a sideline to this it has created the greatest well-being known in the history of mankind.<\/p>\n

If one wishes to formulate social and moral rules, then this means an ethical obligation for individuals to strengthen the societal institution of the economy. Learning negotiation strategies and methods is one of the keys to this, for they are capitalism in action.<\/p>\n","protected":false},"excerpt":{"rendered":"

Negotiation Methods as Capitalism in Action \u201eWe need freedom to prevent the state from abusing its power, and we need the state to prevent the abuse of freedom.\u201c Sir Karl R. 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Nach dem Studium in an der Oxford University und in Frankfurt\/Main, wurde Jack Nasher an der Universit\u00e4t Wien \u00fcber eine wissenschafstheoretische Arbeit promoviert. Professor Nasher ist laut Forbes \u201eeiner der weltweit f\u00fchrenden Verhandlungsberater\u201c und f\u00fchrt das NASHER Verhandlungsinstitut, das regelm\u00e4\u00dfig Trainings und Beratungen f\u00fcr Fortune 500 Unternehmen, Banken und Wirtschaftspr\u00fcfungsgesellschaften durchf\u00fchrt. Jack Nashers B\u00fccher standen monatelang auf der Spiegel-Bestsellerliste und erschienen u.a. in den USA, Russland, Indien, China, Japan und Korea. Er spendete 100 % seines Autorenhonorars seines Buches \u201eDie Staatstheorie Karl Poppers\u201c an Human Rights Watch Germany. Artikel von und \u00fcber Jack Nasher erschienen bereits in der Harvard Business Review, dem Handelsblatt, Capital, der ZEIT, der FAZ, der China Times, Business Insider und dem Wallstreet Journal. Jack Nasher stellt seine Forschungsergebnisse regelm\u00e4\u00dfig bei wissenschaftlichen Konferenzen vor und lehrte u.a. an der Oxford University, der Universit\u00e4t Liechtenstein, der TU M\u00fcnchen und an der INSEEC Paris. Seit 2018 lehrt Jack Nasher als Gastdozent im BING Overseas Program der Stanford University. Jack Nasher ist Mitglied der Society of Personality & Social Psychology und Principle Practitioner der Association of Business Psychologists.","sameAs":["http:\/\/www.nasher.de\/","https:\/\/www.facebook.com\/JackNasherOfficial\/"],"url":"https:\/\/www.munich-business-school.de\/insights\/author\/jnasher\/"}]}},"_links":{"self":[{"href":"https:\/\/www.munich-business-school.de\/insights\/wp-json\/wp\/v2\/posts\/7119","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.munich-business-school.de\/insights\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.munich-business-school.de\/insights\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.munich-business-school.de\/insights\/wp-json\/wp\/v2\/users\/12"}],"replies":[{"embeddable":true,"href":"https:\/\/www.munich-business-school.de\/insights\/wp-json\/wp\/v2\/comments?post=7119"}],"version-history":[{"count":2,"href":"https:\/\/www.munich-business-school.de\/insights\/wp-json\/wp\/v2\/posts\/7119\/revisions"}],"predecessor-version":[{"id":7125,"href":"https:\/\/www.munich-business-school.de\/insights\/wp-json\/wp\/v2\/posts\/7119\/revisions\/7125"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.munich-business-school.de\/insights\/wp-json\/wp\/v2\/media\/6239"}],"wp:attachment":[{"href":"https:\/\/www.munich-business-school.de\/insights\/wp-json\/wp\/v2\/media?parent=7119"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.munich-business-school.de\/insights\/wp-json\/wp\/v2\/categories?post=7119"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.munich-business-school.de\/insights\/wp-json\/wp\/v2\/tags?post=7119"},{"taxonomy":"author","embeddable":true,"href":"https:\/\/www.munich-business-school.de\/insights\/wp-json\/wp\/v2\/coauthors?post=7119"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}