only looking at skill 8.3

LEARNING EXERCISE: SETTLING A LAWSUIT none of The purpose of this exercise is to apply the five negotiation skills presented in this chapter to an actual negotiation situation. As a result of a claim, 30 people, with a pesticide company. The company sold lawn products that it said were not whom knew each other prior to the filing of the claim, are negotiating a settlement harmful to pets. After hundreds of dogs and cats died from exposure to the pesticide, the company withdrew the product from the market. The 30 people are seeking com- to settle all of these claims. You are a representative of the former company, given the task of negotiating a settlement with the 30 people. You will receive a bonus if you pensation for their lost pets. The company has gone out of business and left $250,000 can settle for less than the full amount. You know the amount of money to be distrib- You are thinking of doing the following things: (1) demanding that the claimants uted but the claimants do not. appoint a representative for you to negotiate with, and then you can make sure the representative receives a premium for getting the parties to agree to settle; (2) telling the claimants that the company left only $100,000 for paying claims; (3) telling the claimants that the company also has other expenses to pay, so if they don't reach agreement by the end of the day, the money will be gone. Now answer the following questions. Skill 8.1: What ethical values should you use in this negotiation? How did you decide? Skill 8.2: How would you determine whether the negotiation is conducted with substantive fairness? Skill 8.3: What concealment behaviors would be ethical and unethical in this negotiation? Skill 8.4: Are you employing fair procedures in this case? Skill 8.5: How would you create trust in this negotiation? ENOM