The Role of Ethics in Negotiating Terms and Conditions

Ethical sales hacks I know now I wish I knew starting out: (Here's how to keep the ball in the air long enough to score) ➠ 𝗧𝗵𝗲 𝗙𝗼𝘂𝗻𝗱𝗮𝘁𝗶𝗼𝗻 𝗼𝗳 𝗧𝗿𝘂𝘀𝘁: Building trust isn't just good ethics, it's good business. Early in my career, I learned hard sales might bring quick wins, but trust wins the marathon. Here’s how: • Reputation • Consistency • Authenticity • Transparency ➠ 𝗟𝗶𝘀𝘁𝗲𝗻𝗶𝗻𝗴 𝗢𝘃𝗲𝗿 𝗧𝗮𝗹𝗸𝗶𝗻𝗴: Listening more than talking is a game-changer. Stop thinking about what you’re going to say next. There is nothing more important than giving your full attention to the person in front of you. It's not about convincing; it's about understanding needs and providing solutions: • Active listening • Tailored solutions • Clarifying questions ➠ 𝗩𝗮𝗹𝘂𝗲 𝗕𝗲𝗳𝗼𝗿𝗲 𝘁𝗵𝗲 𝗦𝗮𝗹𝗲: I used to think closing was everything. Now I know providing value upfront builds stronger, lasting relationships: • Build credibility • Share knowledge • Solve a small problem for free Prove you can help by actually helping. ➠ 𝗛𝗼𝗻𝗲𝘀𝘁𝘆 𝗶𝗻 𝗡𝗲𝗴𝗼𝘁𝗶𝗮𝘁𝗶𝗼𝗻: In negotiations, honesty creates more than deals—it builds bridges. Overselling or hiding facts can backfire: • Be upfront about limits • Seek win-win outcomes • Don't promise what you can't deliver How you do one thing is how you do everything. ➠ 𝗥𝗲𝘀𝗽𝗲𝗰𝘁𝗶𝗻𝗴 𝘁𝗵𝗲 ‘𝗡𝗼': Respecting a ‘no’ can be more powerful than pushing a yes. It shows respect and leaves the door open for future opportunities: • Long-term mindset • Respect boundaries • No means not now, not never Don’t ignore them though, there’s nothing wrong with reaching out in the future. There’s nothing better than circling back to share some new info and picking up a new client in the same stride. ➠ 𝗘𝗱𝘂𝗰𝗮𝘁𝗲, 𝗗𝗼𝗻’𝘁 𝗠𝗮𝗻𝗶𝗽𝘂𝗹𝗮𝘁𝗲: Education is the heart of ethical selling. Help clients make informed decisions, rather than pushing for a sale with: • Clear explanations • Informative content • Honesty about pros and cons And moreover, shine a light on new problems they’ll have to deal with after experiencing your product or service. That’s growth—solve one problem and unlock a new better one. Rinse and repeat. ➠ 𝗧𝗵𝗲 𝗣𝗼𝘄𝗲𝗿 𝗼𝗳 𝗣𝗮𝘁𝗶𝗲𝗻𝗰𝗲: Patience in sales was a tough lesson. Rushing clients can lead to resentment. Time can be a powerful tool in building desire and trust: • Don’t rush decisions • Follow-up, don’t push • Build relationships over time ➠ 𝗥𝗲𝗳𝗹𝗲𝗰𝘁𝗶𝗻𝗴 𝗮𝗻𝗱 𝗔𝗱𝗮𝗽𝘁𝗶𝗻𝗴: Ethical sales is about constant learning and adapting. Reflect on your interactions, seek feedback, and always aim to improve with: • Self-reflection • Constructive feedback • Continuous improvement 𝗘𝘁𝗵𝗶𝗰𝗮𝗹 𝘀𝗲𝗹𝗹𝗶𝗻𝗴 𝗶𝘀𝗻'𝘁 𝗮 𝘁𝗮𝗰𝘁𝗶𝗰; 𝗶𝘁'𝘀 𝗮 𝗽𝗵𝗶𝗹𝗼𝘀𝗼𝗽𝗵𝘆. It’s about doing right by your clients and yourself, building a business that stands the test of time. What’s your take on ethical selling? 💬 (Tell me below) ↓

Fair deals aren’t optional—they’re the secret weapon. Without fairness and legitimacy, your negotiation is doomed. Fairness and legitimacy aren’t feel-good ideals—they’re the glue that holds deals together. Misjudge them, and your agreement risks collapsing under its own weight. Nail them, and you’ve got the blueprint for trust, cooperation, and lasting success. After decades of teaching negotiation, I’ve seen one truth repeatedly confirmed: fairness and legitimacy aren’t just nice; they’re non-negotiable. From family feuds to billion-dollar deals, these principles decide who walks away smiling—and who doesn’t. What makes a deal fair or legitimate? Five sources: 1. Precedents and Norms: ↳ History sets expectations—don’t ignore it. 2. Objective Standards:  ↳ Facts > feelings; data quells disputes. 3. Comparable Deals:  ↳ "If they got it, so should I" speaks volumes. 4. Reciprocity:  ↳ Fairness flourishes when give-and-take feels balanced. 5. Process Fairness:  ↳ Neutrality wins trust when outcomes feel murky. Fairness adapts to context: 💼 Business:  ↳ Equity reigns.  ↳ Proportional rewards drive performance. 👫 Social:  ↳ Needs take center stage, addressing vulnerabilities. 🧑🧑🧒🧒 Family:  ↳ Equality preserves harmony—no favorites allowed. Fairness starts with interests, not positions. Stop fighting over “what.” Start solving “why.” Ever walked away from a deal because it didn’t “feel” right? That gut check might be your fairness radar at work. What’s your secret to balancing fairness and results in negotiation? Share your tips below.👇 Repost if you think someone needs to read this ♻️

Mediation Tip #112 – When you model ethical behavior and increase your credibility as a reasonable party, you invite the other party to reciprocate. In mediation, credibility is currency. When one side consistently demonstrates fairness, transparency, and integrity, it sets a tone for the negotiation and pressures the opposing party to respond in kind. Ethical behavior doesn't mean being soft; it means being trustworthy, thoughtful, and consistent in your advocacy. If the other party continues to push hardball tactics despite your reasoned approach, your credibility will justify shifting to a more assertive stance without appearing unreasonable. Ethical conduct builds leverage not only with the other side but also with the mediator, who often becomes an informal barometer of fairness in the room.