The Effect Of Transcranial Direct Current Stimulation On...

Effect of Transcranial Direct Current Stimulation on Brain Plasticity and Learning Noam Katz California State University, Long Beach Abstract Write stuff about tDCS and brain plasticity/learning, etc. Write stuff about tDCS and brain plasticity/learning, etc. Write stuff about tDCS and brain plasticity/learning, etc. Write stuff about tDCS and brain plasticity/learning, etc. Write stuff about tDCS and brain plasticity/learning, etc. Write stuff about tDCS and brain plasticity/learning, etc. Write stuff about tDCS and brain plasticity/learning, etc. Write stuff about tDCS and brain plasticity/learning, etc. Write stuff about tDCS and brain plasticity/learning, etc. Write stuff about tDCS and brain plasticity/learning,†¦show more content†¦The present study examines past research that looks at the effect of tDCS on learning and memory, specifically the differences in novice compared to experienced learning. Researchers Coffman, Trumbo, Flores, Garcia, Merwe, Wasserman, and Clark (2012) looked at how tDCS affects performance when placed over the right inferior frontal cortex, and at different current strengths. Differential effects in responses to stimuli were looked at which included varying by repetition and target presence, differences related to expectancy, and individual differences in skin stimulation and mood. Participants received training for 1 hour in a complex virtual environment with the task of detecting hidden objects. Anodal tDCS was applied over the right inferior frontal cortex at either 0.1 mA or 2.0 mA for the first 30 minutes of training, and participants were tested before, immediately after, and 1 hour after training. It was found that participants who received the higher current of tDCS had increased performance for all of the test stimuli, but performance was greatest for repeated test stimuli with the presence of hidden targets. This study was replicated with a s econd set of participants and the findings showed that the enhancement performance with tDCS is

Islamic accounting theories - Free Essay Example

Sample details Pages: 26 Words: 7716 Downloads: 8 Date added: 2017/06/26 Category Statistics Essay Did you like this example? CHAPTER 1: INTORUDCTION 1.1 BACKGROUND OF THE STUDY Islamic banks considered as an active player in the world economies over two decades ago (Ahmed S., 2009). The principles accounting upon which Islamic banking is based have been universally accepted for centuries rather than decades. The fundamental principle of Islamic financial institutions is the prohibition of Riba (interest). It is manifest that Islamic accounting theory were practiced mainly in the Islamic country throughout the middle ages, development trade and business activities. In order to understand what services that Islamic banks offer, it is essential to maintain an acceptable level of information of the basis behind it. It has been argued that the Islamic banks have not introduced any new services since their first existence in the 1970s, in fact they have tried to comply with the rules of the Islamic religion specified for these types of actions. High requests to assess Muslim customers perception and attitude toward Islamic bank services. Islamic banks understand that its paramount important to measure the degree of its customers awareness as well as to improve services. The financial institution follows the rules that Holy Quran and hadith have set to guide the Muslims in their financial matters. The Islamic financial system employs the idea of participation in the project, utilizing the funds at threat on a profit-and- loss-distribution basis (Ahmed, S., 2009). Don’t waste time! Our writers will create an original "Islamic accounting theories" essay for you Create order 1.2 STATEMENT OF THE PROBLEM During the last three decades, Islamic finance institutions have been rising significantly, both nationally and internationally (Ahmed, S., 2009; Iqbal Abbas, 2007). These firms were recognized in the emerging market of the Middle East to meet the order of investors and borrowers who are motivated by income maximization derived from the Islamic law (Sharia). Islamic finance institutions offer an extensive range of Islamic financial innovations from the simple agreement of profit-sharing agreement (Mudaraba) that is parallel to time deposit in conservative banks, to issue Islamic bonds (Sukuk) and derivatives. In gulf countries, the state of Kuwait banking industry considered on of the leaders in Islamic financial market. The growth of Islamic finance institutions in Kuwait has attracted some of the conventional financial firms (e.g., NBK IFIH, and Citibank) to add the service of Islamic windows to their clients. In spite of the advantages that are fixed in Islamic finance system and management, Islamic finance institutions encounter numerous primary challenges to the prospect of being recognized internationally. The challenges exist in local as well as global markets. On of these challenges is to assess the degree of awareness in Islamic accounting theories. In their study, Gerrard and Cunningham (1997) reported that Muslim respondents, though aware of basic conditions in Islam, were almost wholly ignorant of the sense of specific Islamic financial conditions like Mudaraba, Musharaka and Ijara. As result, many Islamic financial providers seek to assess the level of social awareness of their tools that incorporate with Sharia. The understanding of customer degree of awareness are paramount important to determine firms endowment to promote Islamic accounting theories. Bankers also seek to explore the reasons behind dealing with Islamic banks to better understand and improve services provided. Another challenge that faces Islamic financial institutions is that, as service provided they have to understand customers perceptions and attitude toward the services provided to better understand customers need, want, and improve their services. With no understanding to customer perceptions and attitude Islamic banks may have no means to better develop their services and improve customer satisfaction and compete in the local as well as the international market. The current study seeks to assess the level of customers awareness of Islamic accounting theories and to explore their perceptions and attitude toward these tools that incorporate with Sharia. 1.3 OBJECTIVES OF THE STUDY Islamic financing is an important area of contemporary academic and policy interest. Opposing views in the area are analyzed in the light of empirical evidence. Measuring the degree of customer awareness toward Islamic accounting theory and their perception and attitude toward Islamic tools will shape the future of Islamic financing. The current study attempts to reveals the degree of customers awareness toward Islamic and efforts bestows to improve their awareness in order to assist Islamic financial institution to determine the efforts needed to raise this awareness and improve their attitude and perceptions. Another objective of this study is to explore customers perceptive and perception toward Islamic transactions thus Islamic financial institutions can better understand their customers and improve services provided. 1.4 SIGNIFICANCE OF THE STUDY Islamic banks provide many financial services and are competing heavily in the Middle East with conventional banks. Customers nowadays go for Islamic bank loans for buying home, cars and even business setup, as the conditions are very clear and there are no rising interest piling up. To overcome the fierce competition, Islamic bank need to bestow efforts in rising the degree of awareness toward Islamic accounting and finical tools and improve customers perception and attitude. The study is of general theoretical importance as well as of particular practical significance for policy makers who intend to conform their existing financial systems to Islamic rules. Furthermore, at the practical level, the study aims to assist Islamic bank manager in providing empirically evidence how of Kuwaiti customers aware toward Islamic accounting theory and Islamic financial services. The study also provide framework for bank managers in measuring customers perception and attitude toward Islamic services and their usage of various products and services offered. At the theoretical level, the current study aims to develop the literature of Islamic accounting theory and explain how these theories are to be implemented in the Islamic financial institution who adapts Sharia. 1.5 THE SETTING OF THE STUDY In the Gulf Co-operation Council there are growing number of Islamic banks are also taking steps towards greater clearness and stronger authority structures. The state of Kuwait for example, has been taking a number of steps to reinforce its local Sharia-obedient institutions, including slowly moving in the direction of a latest regulatory framework for sukuk. In conversations with OBG, manufacturing insiders explained that due to a lack of suitable legal mechanisms, Islamic finance companies are not allowed to issue sukuk in Kuwait, which forces Kuwaiti companies to work through other markets, such as Bahrain. Given the massive increase in sukuk issuance worldwide, pegged at nearly $17 billion (in the Gulf alone, the growth rate since 2001 has been nearly 45%), Kuwaits financiers are keenly aware of the need for proper rules regulating sukuk. Sheikh Salem Abdulaziz Al Sabah, the governor of the Central Bank of Kuwait (CBK), said earlier of 2008 that regulations are wanted, saying that the CBK is keen to provide a legal system to regulate Islamic investment tools such as the issuance of sukuk, especially in light of growing demand. We are optimistic a solution will soon be found. In state of Kuwait, the Islamic financial sector and its sharia-compliant companies are the increasingly global. Kuwait Finance house Bank (KFH), as an example, in addition to its Turkey, Malaysia and Bahrain ventures, newly established a subsidiary with a pair of Chinese firms to discover real estate investments in the Chongqing region of a middle China. In a more high-profile move, Investment Dar, one of Kuwaits biggest Islamic investment companies, recently funded a takeover of British luxury carmaker Aston Martin to the tune of $925 million. To achieve the purpose of the current study, the study focuses on a specific Islamic bank that located in the state of Kuwait. KFH has usually been one of the main engines behind the growth of Kuwaits sharia-acquiescent financial market; however, its enlargement and development indicates a growing maturity in Kuwaits sharia-compliant services zone, established by the push toward the regulation of Islamic bonds (sukuk) and the emergence of ever-stronger Islamic investment firms. KFH was the first Islamic bank in Kuwait and one of the pioneers toward adapting of Islamic accounting and financial theory in the gulf region. Beside the convenience, the research believe that exploring the degree of Islamic accounting theories of this bank may reveals highly reliable evidence of generalizing the finding in the state of Kuwait. KFH considered the main Islamic bank in Kuwait and the second-main bank of any kind in the country. Also to the huge injection of capital, KFH lately unveiled plans to set up its own subsidiary in Amman. The expansion of Islamic banks operations at home and overseas underlines the growing development of Kuwaits Islamic financial sector. Thus the study believe that investigating the customers awareness of Islamic banks toward Islamic accounting theory are justified and understanding their perception and attitude toward KFH is paramount important in attempting to improve service quality of Islamic firms. 1.6 LIMITATIONS OF THE STUDY This study is concerns with Islamic banking that located in the state of Kuwait as its difficult to include all Islamic banks related to resource limitation and time restriction. The study also does not analyze all Islamic accounting theory as it is very vast subject to control, rather than focusing on basic Islamic accounting theory that adopted by Islamic financial institutions and banks. Other limitation could be found related to: Sample size: The sample size for the bank customer is very large. Therefore, the collection of customer feedback will be costly in term of time and money. The study aims to attain around (150) survey for the purpose of analysis, which may considered one of the study limitation. Data collection: It may be difficult to distribute and collect all data and forms since the study is targeting to collect feedback from the entire bank customers. 1.7 DEFINITION OF TERMS The current study includes many Islamic terms and concepts that will be stated as in Arabic meaning, some of these concepts are: Halal: The actions or items that Muslims can have access to. Haram: The actions or items that Muslims are banned from Riba: What is known in the west as the interest. Maysir: It means Games of chance such as lottery, gambling and it is usually referred to as Haram. Takaful: It is a form of insurance in the Islamic religion which will be explained in the essay. Gharar: Deception, hazard, speculation, uncertainty, risk (literally, peril or hazard) Mudaraba: Is a trustee financing contract, where one party, the financier, entrusts funds to the other party, the entrepreneur, for undertaking an activity Mushakara: It is an equity participation contract, whereby two or more partners contribute with funds to carry out an investment Muqarada: Loan Participation Qard Hassan: It is a benevolent loan (interest free) Sharia: It is Islamic religious law derived from the Holy Quran and the Sunnah 1.8 THESIS STRUCTURE The current study includes five chapters: chapter one described the background of this study, and consisted of the introduction, objectives and significance of the research. Chapter two reviewed the literatures on Islamic banking and theories. Chapter three explained the research methodology. The data analysis techniques and research findings were demonstrated and discussions in chapter four. Finally, chapter five exhibited conclusions and future recommendation. CHAPTER TWO LITERATURE REVIEW Its necessary to explore the literature of Islamic accounting theory in details in this chapter. This chapter attempts to review previous literatures on the topic of Islamic Accounting Theory and provides recent finding related to the degree of awareness of customers toward Islamic financial services. This chapter attempts provide recent study and articles about Islamic accounting theory that explain the nature of Islamic banks system. Previous literatures and studies have revealed that the first recent research in Islamic banking filed was conducted in Egypt under cover, without projecting an Islamic picture, for fear of being seen as a demonstration of Islamic fundamentalism, which was abhorrence to the political government (Siddiqi l988). These studies remain until l967 where nine Islamic banks open in the country (Ready l98l). These banks was neither charging nor paying interest, investing mainly by participating in trade and industry, directly or in partnership with others, and shared the profits with their depositors (Siddiqi l988). For that reason, Islamic banks functioned basically as saving-investment firms rather than as commercial banks that based on charging interests. The Nasir Social Bank, established in Egypt in l97l, was declared an interest-free commercial bank, although its charter did not refer to Islam or Shariah (Islamic law). Islamic banks appeared on the earth scene as dynamic players over the past two decades. Nevertheless, a lot of the values that based on Islamic banking usually accepted all over the world, for centuries more willingly than decades. The essential principle of Islamic banking is the ban of Riba (interest), while the essential occupant of Islamic banking the prohibition of riba, a word that encompasses not only the perception of usury, but also that of interest has rarely been recognized as appropriate beyond the Islamic world, a lot of its guiding values have. The majority of these values are rooted in simple ethics and general sense, which form the bases of numerous religions, including Islam. Interest or Usury was forbidden in both the Old and New Testaments of the Bible, whereas Shakespeare and many other writers, mainly those writing in the 19th century, have attacked the barbarity of the carry out. Much of the ethics championed by Victorian writers such as Dickens ranging from the fair division of wealth through to mans elementary right to work is obviously present in contemporary Islamic society. Although the western media oftenrecommend that Islamic banking in its current form is a recent occurrence, in fact, the essential practices and principles date back to the early part of the seventh century. (Islamic Finance: A Euromoney Publication, 1997) It is obvious that Islamic finance was accomplished predominantly in the Muslim world during the Middle Ages, encouragement trade and business behavior. In Spain and the Mediterranean and Baltic States, Islamic trades became vital middlemen for trading actions. It is claimed that several concepts, techniques, and tools of Islamic finance were later adopted by European financiers and businessmen. As Islamic finance is intertwined within its religion, the basis of the religion affects the finance in two important ways: Islam aims at building a socio-economic order based on justice and considers economic activity as a means to an end and not an end in itself. It enjoins Muslims to harness natural resources, which are a trust from Allah SWT, for carrying out rightful activities; but abhors exploitation and man-made inequalities of income and wealth (Al-Harran, 1993). Islam is extremely concerned with the problem of financial growth, but treats this as an significant part of a wider problem, that of total human progress. The crucial function of Islam is to lead human growth on right lines and in the right direction. Islamic principle deals with all sides of economic development in the framework of total human development (Al-Harran, 1993). The reinforcement of Islamic banking coincided with the world-wide festivity of the advent of the 15th Century of Islamic calendar (Hijra) in 1976. At the same time financial assets of Muslims mostly those of the oil producing countries, expected a boost due to validation of the oil prices, which had up till now been under the power of foreign oil Corporations. These proceedings led Muslims to struggle to model their lives in agreement with the principles and philosophy of Islam (Abbas Valadkhani, 2004). Islam not only prohibits trade in interest but also in liquor, pork, gambling, pornography and anything else, which the Shariah (Islamic Law) deems Haram (unlawful). Islamic banking is an tool for the progress of an Islamic financial order. Some of the salient features of this order may be summed up as: Islam urges individuals to seek their economic well-being. Islam presents a clear difference between what is Halal (lawful) and what is haram (forbidden) in pursuit of such economic activity. In broad terms, Islam forbids all forms of economic activity, which are morally or socially injurious. This God rule can be considered as a way to systemize the citizens. Islam makes it obligatory on people to spend their wealth judiciously and not to hoard it, keep it idle or to squander it while acknowledging them their right to ownership of wealth legitimately acquired. This can be compared with the communism principles that look for the welfare of the whole members of the society. While allowing an individual to retain any extra capital, Islam look for reducing the edge of the extra for the well-being of the society as a whole, especially the poor and underprivileged sections of society by contribution in the procedure of Zakat. It is the way the Islamic government intervenes to ensure that poor people can have a formal financial source. While making payment for the ways of human nature and yet not yielding to the penalty of its worst propensities, Islam seeks to stop the amassing of wealth in a few hands to the damage of society as a whole, by its laws of inheritance. Viewed as a total, the financial system, which visualized by Islam aims at social justice without inhibiting people project beyond the point where it becomes not only jointly harmful but also individually self-destructive. The Islamic economic system employs the perception of contribution in the enterprise, utilizing the funds at threat on a profit-and- loss-distribution basis. This by no means implies that investments with economic institutions are necessarily tentative. This can be barred by careful investment strategy, diversification of risk and sensible management by Islamic economic institutions. This system supports people to invest their money in those financial institutions to exploit their utilities by making profits under the guidelines of the Shariah. The concept of profit-and-loss sharing, as a basis of financial transactions is a progressive one as it distinguishes good performance from the bad and minimize the players in the market to be the people who know how to invest and when they inter the market to catch the goal. The main goals of an Islamic Banking and Financial system are to: Implement the value system of the Quran and the Sunnah (tradition or practice of Prophet MuhammadSAW) in the realm of the Muslim socio-economic system. Ibn Taymiyahr.a. (n.d.), a distinguished scholar of Islam, explicates this as follows: In muamalat (business transactions) all activities are permissible unless forbidden by revelation (Quran) or the practice of Prophet Muhammad SAW. The examples of prohibited business activities would include dealing in gambling, liquor, pork etc. The financial contracts of Islamic banks need to be clearly documented, equitable and avoid the elements of Riba, Gharar and Maysir as explained in the following section. Foster the growth of the economy of Muslim nations by developing financial markets, institutions and instruments. A well-developed capital market, with efficient institutions offering diverse financial facilities, can reduce the overall cost of capital. It can enhance social welfare by facilitating the acceptance of projects whose; present value of all relevant cash in-flows (benefits) after tax is greater than the present value of all cash out-flows (cost) of the project; or the expected internal rate of return is greater than a minimum threshold rate (or cost of capital). Furthermore, these necessary conditions should also be satisfied for each party financing the project to alleviate agency effects. This entails economic development, which is promoted in Islam, as Prophet Muhammad SAW exhorted Muslims to undertake business ventures (tijarah) as described in the following hadith Nuaym ibn Abd Al-Rahman has quoted the (narration). ProphetSAW as saying: Nine tenths of earnings (Rizq) is in bai (business ventures), and tenth in cattle. This was reported by Ibrahim Al-Harbi (Al-Iraqi, 1992) and by Said ibn Mansur (Al-Suyuti, 1990). Dampen the shocks of extreme economic output by promoting risk-sharing instruments whose payoffs are strictly contingent on the profitability of a firm or project at a micro level. Financial facilities with fixed costs can severely strain the resources of borrowers during a slowdown, which lead to bankruptcies and structural impairment of the economy. The gist of Islamic financial securitization is summarized by the following well-known hadith quoted by Kahf and Khan (1992), Al-kharaj bi al daman. This implies that entitlement of return from assets vests in the one bearing the risk of it. 2.1 CONVENTIONAL BANKING The main job for most of non-Muslim or conventional banks is preserved money and valuables and give loans, credit, and imbursement services, for example checking accounts, money orders, and cashiers checks. These banks furthermore may propose investment and insurance products, which they were once banned from selling. As a diversity of models for collaboration and integration amongst finance industries have appeared, some of the conventional distinctions among banks, insurance companies, and securities firms have reduced. Regardless of these changes, banks continue to preserve and carry out their main roleallowing deposits and lending funds from these deposits. There are several kinds of banks, which vary in the number of services they offer and the customers they serve. Although some of the distinctions among these kinds of banks have tapering as they begin to enlarge the vary of products and services they propose, there are still key distinctive behaviors. Commercial banks, which c ontrol this industry, provide a full variety of services for customers, enterprise, and governments. These banks come in a broad range of sizes, from large international banks to local and community banks. International banks are involved in global lending and foreign cash trading, additionally to the more typical banking services. However, a lot of commercial banks have also extended to present online banking, and some previously Internet-only banks are opting to release branches. Savings banks and savings and loan associations, occasionally called thrift institutions, are the second biggest group of depository institutions. They were first recognized as community-based firms to finance mortgages for people to purchase homes and still cater mostly to the savings and lending requirements of individuals. Credit unions are another type of depository institution. Most credit unions are created by people with a familiar bond, for instance those who work for the similar company or be a member of the same labor union or church. Members pond their savings and, when they require money, they may borrow from the credit union, frequently at a minor interest rate than that demanded by other financial institutions. Federal preserve banks are Government agencies that achieve numerous financial services for the Government. Their chief tasks are to control the banking industry and to aid implement our Nations financial policy so our economy can run more proficiently by directing the Nations money providethe total amount of money in the country, including cash and bank deposits. Interest on loans is the main source of income for most banks, making their diverse lending departments critical to their achievement. The commercial lending department loans money to companies to start or enlarge a business or to buy inventory and capital tools. The customer lending department handles student loans, credit cards, and loans for home developments, debt consolidation, and automobile purchases. Finally, the mortgage lending department loans money to individuals and businesses to buy real estate. The money to loan comes mainly from deposits in checking and reserving accounts, certificates of deposit, money market accounts, and other deposit accounts that clients and businesses arrangement with the bank. These deposits often make interest for the owner, and accounts that offer checking supply an easy technique for creation payments safely without using cash. Technology is having a main impact on the banking industry. such as, many usual bank services that once needed a teller, for example making a withdrawal or deposit, are now existing through ATMs that let people to right of entry their accounts 24 hours a day. In addition, direct deposit permits companies and governments to electronically transfer payments into different accounts. Also, debit cards, which may also apply as ATM cards, immediately deduct money from an account when the card is swiped across a machine at a stores cash register. Electronic banking by phone or computer permits consumers to pay invoices and shift money from one account to another. Through these channels, bank customers can too admission information such as account balances and statement history. Some banks have started offering online account aggregation, which makes accessible in one place detailed and up-to date information on a clients accounts held at diverse institutions. Progressions in technology have also led to upgrading in the ways in which banks process information. Use of check imaging, which lets banks to store photographed checks on the computer, is one such example that has been applied by some banks. Other kinds of technology have deeply impacted the lending side of banking. such as, the availability and increasing use of credit scoring software lets loans to be accepted in minutes, rather than days, making lending departments more competent. Other basic changes are taking place in the industry as banks vary their services to become more competitive. A lot of banks at the present offer their clients financial planning and asset management services, as well as brokerage and insurance services, frequently throughout a subsidiary or third party. Others are starting to offer investment banking services that assist companies and governments increase money during the issuance of stocks and bonds, also usually during a subsidiary. As banks reply to deregulation and as competition in this sector raises, the nature of the banking industry will continue to undertake considerable change. 2.2 COMPETITIVENESS OF THE ISLAMIC BANKING INDUSTRY The crucial feature of Islamic banking is that it is interest-free. Although it is frequently claimed that there is more to Islamic banking, for example contributions towards a more fair distribution of income and wealth, and improved equity contribution in the economy (Chapra l982), it nevertheless obtains its specific rationale from the fact that there is no place for the institution of interest in the Islamic order. Islam forbids Muslims from taking or giving interest (riba) in spite of of the reason for which such loans are made and despite of the rates at which interest is exciting. To be certain, there have been efforts to differentiate between usury and interest and between loans for consumption and for production. It has also been argued that riba refers to usury accomplished by minor money-lenders and not to interest charged by contemporary banks and that no riba is occupied when interest is compulsory on productive loans, but these arguments have not won approval. Apart from a few disagreeing opinions, he general agreement among Muslim scholars obviously is that there is no variation between riba and interest. In what follows, these two terms are used interchangeably. The forbidden of riba is mentioned in four different revelations in the Quran. The first revelation highlights that interest removes wealth of Gods blessings. The second revelation condemns it, placing interest in combination with illegal appropriation of property belonging to others. The third revelation enjoins Muslims to keep on clear of interest for the sake of their own welfare. The fourth revelation set up a clear difference between interest and trade, influencing Muslims to take only the principal sum and to forgo even this sum if the borrower is not capable to repay. It is further declared in the Quran that those who ignored the forbidden of interest are at war with God and His Prophet. The forbidden of interest is furthermore cited in no unsure terms in the Hadith (sayings of the Prophet). The Prophet warned not only those who take interest but also those who offer interest and those who record or witness the operation, saying that they are all similar in guilt. It may be mentioned in passing that similar prohibition are to be found in the pre-Quranic scriptures, although the People of the Book, as the Quran refers to them, had chosen to rationalize them. It is remarkable that Islam has successfully warded off various subsequent rationalization efforts aimed at legitimizing the institution of interest. Some scholars relays on economic reasons to explain the reasons on why interest is prohibited in Islam. scholars argued that interest is a pre- determined cost of production, which avoid full employment (Khan l968; Ahmad n.d.; Mannan l970). In the same tone, it has been challenged that international monetary crises are largely due to the institution of interest (Khan, n.d), and that trade cycles are in no small measure attributable to the phenomenon of interest (Ahmad l952; Suud n.d.). None of these studies, however, has really succeeded in creating a causal link between interest, on the one hand, and employment and trade cycles, on the other. Others, anxious to maintain the Islamic position on interest, have argued that interest is not very effective as a monetary policy instrument even in capitalist economies and have questioned the efficiency of the rate of interest as a determinant of saving and investment (Ariff l982). A general line running through all these negotiations is the exploitative character of the institution of interest, although some have pointed out that profit (which is legalized in Islam) can also be exploitative. One response to this is that one must differentiate between profit and profiteering, and Islam has prohibited the latter as well. It began as a theological dream, but Islamic banking has become a practical reality across the Middle East. The question now is, how far will Sharia boards and western regulators let it spread? (Josh Martin, Middle East, Jun2005 Issue 357, p50, 6p) The Islamic prohibition on interest does not imply that capital is costless in an Islamic system. Islam realizes that money is a factor of production however; it does not permit the factor to pre-determined claim on the productive surplus in the form of interest. This has leaded to the question as to what will then substitute the interest rate mechanism in an Islamic framework. There have been propositions that profit sharing can be a viable alternative (Kahf l982a and l982b). In Islam, the owner of capital can officially share the profits made by the entrepreneur. What makes profit- sharing allowable in Islam, while interest is not, is that in the case of the former it is only the profit-sharing percentage, not the rate of return itself that is predetermined. It has been argued that profit-sharing can help assign resources efficiently, as the profit-sharing percentage can be prejudiced by market forces so that money will flow into those sectors that offer the highest percentage of profit-sharing to the investor, other things being equal (Naqvi, l982). However, ordinary Islamic thinking on this subject obviously points to the need to replace interest with something else, although there is no clear agreement on what form the alternative to the interest rate mechanism should take. The issue is not determined and the search for an alternative persists, but it has not detracted from efforts to experiment with Islamic banking without interest. So according to these advantages and inducement, Islamic banking and finance is no longer designed to serve the needs of the Muslim society only. The industry has started benchmarking its products to conventional suppliers in terms of consumer convenience, benefits, pricing, transparency of terms and conditions, and service standards. Consequently Islamic banking and finance products have expanded popularity with non-Muslim societies due to their competitiveness and efficiency. Recently Lloyds TSB Bank in the United Kingdom began offering its individual customers Sharia-compliant current accounts and home finance products. 2.4 PRINCIPLES AND CONCEPTS IN ISLAMIC BANKING Islamic banking has the same principle as conventional banking excluding that it works in accordance with the rules of Syariah, known as Fiqh al-Muamalat (Islamic rules on transactions). The fundamental principle of Islamic banking is the distribution of profit and loss and the forbidden of riba (interest). This section defines various concepts related to Islamic banking: Wadiah (Safekeeping): In Wadiah, a bank regarded as worth keeping of the funds. An individual deposits his money in the bank with bank guarantees to refund of the whole money that was deposit when the person demands for it. The depositor may be rewarded with hibah (gift) as a bank appreciation for him for using his funds to finance their activities (Ali, R. 2008). Mudharabah (Profit Sharing): which is an agreement between a person or a bank who have capital and a businessperson, whereby the businessperson can move funds for its business activity. The profits generated from the business will be shared between the two parties depending on the agreed between, however losses are borne solely by the capital provider (Ali, R. 2008). Musyarakah (Joint Venture): which is business partnerships or joint ventures where the profits made are shared on an agreed ratio while losses incurred, will be divided based on the equity participation ratio. Murabahah (Cost Plus): which mean selling of goods at a price includes a profit margin agreed by both parties. The purchase and selling price, other costs and the profit margin must be clearly stated at the time of the sale agreement (Ali, R. 2008). Bai Bithaman Ajil (Deferred Payment Sale): which is selling of goods on a deferred payment basis at a price includes a profit margin agreed by both parties(Ali, R. 2008). Wakalah (Agency), which mean that when a person appoints a representative to undertake transactions on his/their behalf (Ali, R. 2008). Qardhul Hassan (Benevolent Loan), which is a loan that extended on a goodwill basis while the borrower person is only required to repay the amount borrowed. However, the borrower may, at his discretion, pay extra (without promising it) as a token of appreciation (Ali, R. 2008). Bai al-Inah (Sell and Buy Back Agreement): The financier sells an asset to the customer on a deferred payment and then the financier for cash at a discount (Ali, R. 2008) immediately repurchases the asset. Hibah (Gift): A gift or a given voluntarily in return for loan given or benefit obtained (Ali, R. 2008). 2.4 ISLAMIC LAWS ON TRADING The holey Quran has prohibited gambling, similarly the hadith literature, in addition to prohibiting gambling has also prohibits bayu al-gharar (trading in risk, where the Arabic word gharar is taken to mean, Risk). The Hanafi school in Islam has defines gharar as that whose consequences are hidden, while the Shafi school defines it as that whose nature and consequences are hidden, similarly, the Hanbali school defines gharar as that whose consequences are unknown or that which is undeliverable, whether it exists or not.. Finally, Ibn Hazm of the Zahiri school defines gharar as, gharar is where the buyer does not know what he bought, or the seller does not know what he sold. Islamic scholar has clarifies that gharar is the sale of probable product whose existence or features are not certain, for the reason that risky nature that makes the trade same as gambling (Iqbal, Zamir Abbas Mirakhor, 2007). There are a number of hadith inhibt trading in gharar, often giving particular examples of gharhar dealings (e.g. selling the birds in the sky or the fish in the water, the sperm and/or unfertilized eggs of camels, the catch of the diver, an unborn calf in its mothers womb, etc.). in their book, Iqbal, Zamir Abbas Mirakhor (2007) explains that jurists have looked for many complete definitions of the term and they started with the concept of yasir (minor risk); a financial trading with a minor risk is considered to be allowable while trading in non-minor risk (bayu al-ghasar) is considered to be banned and prohibited. Gharar was never fully determined upon by the Muslim jurists because of the difficulty in deciding what is and is not a minor risk. (Iqbal, Zamir Abbas Mirakhor, 2007) Recently, derivatives tools (such as stock options) have only become familiar relatively. Some Islamic banks offer brokerage services for stock trading and perhaps even for derivatives trading (Iqbal, Zamir Abbas Mirakhor, 2007). 2.6 CONCLUSION Islamic banking is in a rapidly growing stage as a feasible alternative to conventional banking. Although innovative solutions for some issues are still lacking, it would be unfair to compare its progress to that of established conventional finance. There will be no justification in looking for disadvantages in it in contrast to the problems of conventional banking today, especially in the light of the current crisis in South East Asia, where countries had to call out for a revamping of the conventional financial system. It is important to keep the spirit and flame growing in the progress of Islamic banking. In fact, developments in Islamic finance are of great interest to us worldwide. As with conventional financing, Islamic banking benefits from their transparency, good governance and an internationally accepted regulatory framework that governed this important form of financing especially when the decision makers who govern the Islamic banking process manage to find the way for more competitiveness under the Sharia umbrella. Therefore, it is important for the Islamic banking industry to keep working with regulators in the West to make Sharia-compliant products more available in the West, but much of the demand for these products will continue to come from the Muslim world. The Islamic banking industry can evolve into being more sophisticated and modern only if promoters of Sharia technological organizations and professional advisers work together to meet the regulatory, legal and judicial challenges resulting from operating in jurisdictions which implement differing legal systems and compliance policies. Also, to overcome the main obstacles that slow the expansion of Islamic banking world-wide and to meet the worldwide demand for advanced and sophisticated Islamic products, the industry and its advisers will need to continue to work closely with many different regulators and developers to create legal structures within which to operate in a secure Islamic banking manner. CHAPTER THREE METHODOLOGY In this chapter, the study will present the methodology for the present study. The chapter will be divide into four sections; the first section presents the questions of the study, the second section presents the data collection instruments, the third section will presents the data collection procedures, and the final section presents data analysis. 3.1 RESEARCH DESIGN Studies suggest that a study should have a clear plan to answer the research questions (Saunders et al., 2000). Similarly, Yin (2003) explained that a research design is the logic of collecting data to specifically answer a research question. This logic should thus support the researchers to empirically test the presented questions and hypotheses (Yin, 2003; Mouton, 2002). Studies explain that selecting a research design is considered a very important decision of a study (Creswell, 2003). Moreover, studies suggested that there are two types of research designs to select from when conducting a study: quantitative or qualitative design (Hair et al., 2006). Qualitative and Quantitative approaches are often used in social science research studies (Zikmund, 2003; Churchill et al., 2002). These two research designs are dissimilar in using and the choice of a research design depends on the research problem (Hair et al., 2003). The qualitative design suggests examining the variables in the natural context where they can be found. For the qualitative approach, the interaction between variables is essential. Qualitative research involves the non-numerical examination and interpretation of observation for the purpose of explaining the underlying phenomena (Zikmund, 2003). Qualitative design collects data through open-ended questions that provide direct quotations, while the interview is the main method of the investigation (Yin, 2003). The researcher is the main instrument of the study, while the data is collected through interviews (Yin, 2003; Zikmund, 2003). Studies suggest that qualitative design reinforce the process and meaning that are not deliberated in terms of quantity, amount of intensity, or frequency (Zikmund, 2003). The quantitative research design stresses on examining the relationship between one thing (independent variable) and another (dependent variable) in the selected sample. Data gathered through survey provides numerical evidence that should answer the hypothesis or the questions of the study (Zikmund, 2003). Quantitative approach is deemed as the most effective way to address research hypothesis. Qualitative approach is used when the study considers a great closeness to the respondents, their usage and perspectives (yin, 2003). Qualitative approach is more flexible and largely depends on the researchers explanations, reactions and emotions (Yin, 2003). The current study carries out many questions that need a more flexible research design. Due to the nature of this study and the hypotheses presented, the current study uses quantitative data. As main instruments, the study uses questionnaires to collect numerical data. Furthermore, the researcher believed it important to clarify that the current study is applied research, as the outcomes and recommendations may assist Islamic banks in Kuwait to understand customer perceptions toward various issues related to Islamic Banking. 3.2 RESEARCH QUESTIONS To achieve this purpose, the present study seeks to provide empirically based answers the following research questions: What is the degree of customer awareness toward Islamic accounting theory? What are the current efforts of Islamic banks in improving customer awareness toward their practice and theories? What are the most common Islamic services that customers utilize when choosing Islamic banks? What are the customers attitudes and perception toward Islamic banks? What are reasons behind dealing with Islamic banks? The scales used in previous studies provided the basis for developing the research questionnaire. Due to availability issue of the previous study in this field, the study will go through tests to check the validity and reliability of the survey and its procedures. In order to make sure the used survey is valid, the questioners will be send to 20 potential respondents and then evaluate their responses. To find out wither the survey is reliable or not we will measures the internal consistency which is the most popular methods of estimating reliability. The questioners will be arbitrarily split into two groups and then measure the correlation between the two subsets of questioners. For a better result we will use statistic known as Cronbachs alpha which is based on the mean (absolute value) inter-item correlation related to all possible variable pairs. Cronbachs alpha provides a conservative estimate of reliability, and commonly represents the lower bound to the reliability of a scale o f items (Zikmund, 2003). 3.3 INSTRUMENT DEVELOPMENT To answer the aforementioned research questions, a questionnaire in English was designed with a set of questions that were mainly developed from the literature especially the efforts of Kamal Naser (1999) in measuring the degree of customers toward Islamic services in Jordan. The data collection instrument is a 3-page self-administered questionnaire, which consists of two sections (see Appendix A). Section 1,2,3 and 4 was put in a way to collect information on customers perception and attitude toward Islamic banks. Using a 5-point Likert-type scale, respondents rated their agreement from (1) Strongly Disagree to (5) Strongly Agree. Each of these dimension were adopted from different study that was presumed to be relevant to this study. Customers perceptions were deemed to be very high if the mean (average) value was between 4 and 5. However, if the mean value was between 1 and 2, they were deemed to have difficulty to move across future or next generations. A mean value that equals 3 was considered to have average (moderate). 3.4 RELIABILITY AND VALIDITY Previous studies suggest that it is important to check and measure the validity and the reliability of the questionnaire. Zikmund (2003) suggests that validity emphasizes on whether the findings of the study are really about what they appear to be about. He stressed that validity is a significant element for any research project because it is concerned with whether the findings are really about what we intend to measure. While, on the other hand, Reliability defined as; the degree of which a study generates the same result on different occasions and by different researchers (Saunders et al., 2000). The questionnaire items of this study were designed and implemented in prior researches and studies. However, to eliminate the possibility to getting wrong answers, a study should give more intention to validity issues (Saunders and Thornhill, 2003). The following chapter discusses and summarizes the validity and reliability of the questionnaire. 3.5 PILOT STUDY It is important that a study checks the validity and reliability of the data collection instruments before the distribution process. Thus, a pilot test will be conducted by distributing the questionnaires to Islamic banks customers. A total of 15 copies expected to distributed as a pilot test. To test the validity and reliability, SPSS (Statistical Package for Social Science) version 19 and Cronbachs alpha test will be employed. Crombachs Alpha is a common statistical measure that is used for estimating the reliability of indicators. Methodologist suggested that the closer Cronbachs alpha is to 1.0, the more reliable is the scale (Zikmund, 2003). Accordingly, Crombachs Alpha computed and the results compared achieved the recommended cut-off-point (0.7), which indicated that scales were reliable (Zikmund, 2003). 3.6 SAMPLING DESIGN Using random and convenience approaches, the study will distribute around 150 questionnaires among Islamic banks customers who come to the distribution location at bank complex in Kuwait city, where all Islamic banks are located there. The study will distribute the questionnaire by using both email and hardcopy approaches. Using his personal relationships and connections, the study attempted to enhance to respondents rate. The study assured participants that their personal information and responses would be used only for research purposes and would be kept strictly confidential. 3.7DATA ANALYSIS In order to analyze the collected data, the study incorporate Statistical Package For Social Science (SPSS) version 19 to analyze the results of the questionnaire. First, all the negatively worded statements were reversed coded before any statistical analysis was done. The study implements various statistical tools such as: Descriptive analysis (Logarithm Mean, Frequency, and Standard Deviation) was conducted. Descriptive statistical tools employed to describe the participants personal characteristics and their general profiles. Chronbachs alpha test. Zikmud (2003) suggests that Chronbachs alpha value can be used to describe the reliability of factors extracted from multi-point formatted scales. He suggests that Alpha value of 0.70 is deemed a desirable threshold, while a value of 0.60 is acceptable as the minimum cut-off point. To test the relationship between the variables of the study, the Personal Correlation test will be implemented. 3.8 SUMMARY In summary, the chapter presented the methodology adapted in this study. The purpose of this study is explanatory in nature, while descriptive purposes were implemented to assist the primary research purpose. The study uses quantitative research design. The data collocation instruments were developed from previous literature and studies. Prior to the questionnaire distribution, a pilot study was implemented to make sure of the validity and reliability of the questionnaire. The sample of the study is Islamic banks customers in Kuwait who visit the interval location. The study employed various statistical tools to provide empirical evidence that would answer research questions and either support or reject the research hypotheses.

Types Of Anxiety Disorder ( Adhd ) - 1653 Words

If someone described where he or she lives as a place, where they could not leave or where they felt confined and unable to get out it would sound like prison. Although, for some what they are describing is their own home, a place where the walls around them are their jail and their fear is the bars holding them in. These intense emotions derive from a condition known as agoraphobia, a type of anxiety disorder. Yet these imprisoned feelings do not just occur at home, debilitating fears can happen in various places and for a variety of reasons. However, as with many illnesses there is treatment and possibilities to overcome these fears. Recently there have been changes in what constitutes diagnostic criteria for agoraphobia. For†¦show more content†¦123). Therefore, this contributed to placing agoraphobia into its own diagnoses separate from panic disorders in the DSM- V. In order for a diagnosis of agoraphobia to be made many factors play a role, including symptoms, situations, and duration of the symptoms. All of the contributing factors revolve around some type of fear or anxiety. As mentioned earlier the fear or anxiety often revolves around being away from home. An individual in various situations, such as open spaces, enclosed places, being in a crowd or in need of using public transportation worries about something bad happening to themselves, especially if they are alone (American Psychiatric Association [APA], 2013, p.217). Therefore, people with agoraphobia, if they are able to go into a situation they fear, will often want to have a companion with them in public spaces. Conceivably, everyone experiences some degree of fear at some point in their life. For instance, whether it is flying for the first time or taking their drivers test, the list can go on and on as to what people fear. On the other hand, however, when clinicians are noticing fear or anxiety occurring the majority of the time regardless of the situation and preventing someone from participating in family activities, job related tasks or interferes with other activities

My Personal Philosophy Of Innovation - 1384 Words

Philosophy of Innovation Hussah Bubshait Arizona State University- College of Nursing and Health Innovation Philosophy of innovation â€Å"There is no escaping change- except for death! Thus it makes good and prudent sense to learn as much as on can about the nature of change, including how to embrace it and how to maximize positive changes†(Porter_ O’Grady Malloch,2016.p.4). It is important for a leader to understand her own philosophy of innovation and leadership to be effective in the workplace. In this course, I learned how to develop my philosophy of innovation and leadership, and how to create my own personal mission based on my ethics and core values to be effective DNP leader in the future. Personal philosophy of innovation â€Å"Innovation is definitely not self-starting or self-perpetuating. People make it happen through their imagination, will power, and perseverance† (Kelley and Littman.2005.p. 6). I believe that an innovation leader is a person who empower himself with knowledge and skills to support others and create a change. My personal definition of innovation is â€Å"when people work hard to create a change and transfer their positive ideas into actions.† My personal philosophy of innovation is influenced by the book The Ten Faces of Innovation. From this book I learned that people can play different roles in their lives to be a good innovators. For example, in a hospital the head nurse can play the Anthropologist role and come up with new insights toShow MoreRelatedMy Personal Philosophy Of Innovation1290 Words   |  6 PagesNursing Innovation and Leadership: A Personal Philosophy To embrace the person that you are, in a time and place where everyone seems to be telling you that you should be everything but the person that you are, is a daunting but worthwhile challenge. 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Mis Report Free Essays

Assignment 2 for MIS 1. Give an illustrative database for an Information system for Taj Mahal Hotel, Mumbai. Design various reports required by management for decision making. We will write a custom essay sample on Mis Report or any similar topic only for you Order Now 2. Give three output formats (reports) for a Help desk at Ruby Hospital, Pune. 3. National Investment Co. is in the business of Financial Management. They accept fixed deposits of different types and also give loan on Fixed deposit. They pay interest to the investors periodically. The management of the company is interested in getting MIS reports from the system. ) Give layout for any 4 major files in the system. b) Draw ERD for the system. c) Give 2 MIS report layouts. 4. Give an illustrative database and four report layouts for an Information System for British Library Pune. 5. Design the following formats of reports produced by Payroll system. What information the organization will get from these reports? a) Pay slip b) Provident fund statement c) Department wise salary summary. 6. Draw the following report layouts and explain their use in decision making. a) Pending sales orders. b) Product wise sales (periodical basis) ) Product wise rejection analysis. 7. Draw report layouts f or the following and elaborate the use of these reports in the process of decision making. i) Stock register ii) Pending Purchase requisition (submitted to purchase department) 8. A distributer of building supplies for construction contractors has a database involving three types of entities: suppliers, products, and customers. Identify some of the important attributes of each type of entity. Draw Entity Relationship Diagram. 9. A mobile company is developing mobile billing system. Company is offering more than one mobile to customer. The mobile company offers facilities like music on demand, internet, alerts and messages, electricity bill payment etc. Customer can choose facilities he wants customer can pay bill either in cash, using credit card or through ECS. The bill shows details about tariff, facility charges and rent. As a analyst design a system having a) Input screen for application for new mobile number. b) Format of pending Bill report 10. Design a web page for Airline reservation system. . How to cite Mis Report, Papers

Ethics in Negotiation free essay sample

Negotiation is one of the most important parts in our life. We negotiate whatever we need and wherever we can. Businessman, children, lawyers, police, diplomat†¦all need to negotiate. Even peace or war sometimes depends on the success or not of negotiation. Not all of negotiation can reach the success because negotiators do not choose correct tactics, targets and objects. To negotiate, we need to know not only strategy and tactics of distributive bargaining and integrative negotiation but also perception, cognition, communication, leverage and ethics. According to Sir Michael Palliser, â€Å"Ethics, in practice, is defined in a code, to which virtually anyone can subscribe, whether honestly or purely cynically. This means that ethics is more or less analogous to motherhood, as that expression is used nowadays† Ethics is not a strange thing to us, however, to understand the meaning and to apply them in real situation is extremely difficult. In some cases, we do not use ethical tactics even though we know clearly that we should not do. It depends on what kind of negotiation, who we are negotiating and the aim we need to complete. In this essay, instead of making a decision that we should or should not use ethical tactics, we will discuss the meaning and the primary factors that negotiators consider when they need to choose whether tactics are ethical or unethical. Moreover, we focus on ethics in global negotiation, some cases of unethical practices in negotiation and some instances of moral dilemma for a negotiator. Apart from table of contents, introduction, list of figures, list of tables, the main body of the thesis is divided into 3 chapters as follows: Chapter 1: The meaning of ethics and how do they apply to negotiation Chapter 2: Major types of ethical and unethical conduct likely occur in negotiation Chapter 3: The ways negotiators deal with the other party’s use of deception CHAPTER 1 The definition of ethics and how do they apply to negotiation In this chapter, we show some examples of ethics in negotiation in our daily life to help you easily approach the meaning of ethics. Beside it, we compare the difference between ethics and morals and answer the question: Why do ethics apply to negotiation? 1. 1 The definition of ethics Consider the following examples: Example 1: * You are a manager needs more clerks for your office because the work is delayed. * Your boss is not sympathetic. She simply thinks the solution is the current clerks agree to work harder and volunteer work overtime. * Besides, the department’s budget is tight, so if you need additional personnel, you will have to express clearly to your boss: * Solution 1: Document all the process, especially the amount of work is delayed and report to her. Solution 2: Give your clerk extra works, create an artificial backlog so it will be easier to argue for more help * Solution 3: Convince your clerks to focus on quality and standard, create a slowdown and backlog to argue for more help * Solution 4: Transfer some clerks who drink coffee all day down the hall to your office. Example 2: You buy a new pair of shoes on sale, which cannot be returned as it was written clearly on the reception. However, after several days wearing it, you realize that they do not totally fit you. You decide to bring them back to the store and ask for return but the clerk certainly does not agree. As she points at the bill’s conditions, you start to be angry and yell loudly among everyone. Finally, their manager has to agree to give you the money back. Firstly, ethics are different from morals. Look at the table 1. 1 below Ethics| Morals| Broadly applied social standards for what is right or wrong in particular situation or a process for setting those standards| Individual and personal beliefs about what is right or wrong | Table 1. * Ethics also hold several huge roles in social life: * Purporting to define the nature of the world where we live * Setting rules for living together 1. 2 How do ethics apply to negotiation Managers always face to important situations that they have to make decisions to gain the best achievements as possible, particularly when a wide range of influence tactics are available for them. There are many ethical issues appearing in negotiations t hat might confuse people among many other tactics and deception. There are at least four standards for judging strategies and tactics in business and negotiation: End – result ethics| Base on evaluating the pros and cons of its consequences(the greatest return on investment)| Rule ethics| Base on existing laws and contemporary social standards| Social standard ethics| Base on the customs and norms of a particularly society or community| Personality ethics| Base on one’s own conscience and moral standards| Table 1. 2 Coming back to the first example that given above, we will come to this classification: Solutions| Ethics type| Explanation| 1| Rule ethics| Never suitable to lie, so you make a completely true report (and might use other tactics that not outright lying). | 2| End-result ethics| Do whatever necessary (such as create artificial backlog, deception†¦) to get the boss agree to hire more clerks. | 3| Social contract ethics| Convince all the current clerks to focus on uality, which you think appropriate to your specific department’s culture and the way you often work with them. | 4| Personality ethics| Follow your conscience. You see many different free clerks that do nothing in the office, so you tell your boss to transfer them. | Table 1. 3 In summary, in negotiations, people always have to classify clearly among what is ethical (standards of moral conduct), prudent (wise, understand clearly the results of tactics and relationships), practical (realistic, can really happen) o r legal (follow the law completely). In next part, all of these following questions will be answer: * How ethics apply to negotiation? * What major types of ethical and unethical conduct are likely to occur in negotiation? * How can negotiators deal with the other party’s use of deception? CHAPTER 2 Major types of ethical and unethical conduct likely occur in negotiation In this part, we discuss some types of ethical and unethical in negotiation together with some stack examples. We also give some answer for how do negotiators choose to use ethical or unethical tactics. Furthermore, we provide our knowledge about ethical tactics in Negotiation are mostly about truth telling, typologies of deceptive tactics, the motivation to behave unethically. Last but not least, we give some instances of moral dilemma for a negotiator 2. 1 How do negotiators choose to use ethical or unethical tactics? Why do some negotiators choose to use tactics that may be unethical? The first answer that occurs to many people is that such negotiators are corrupt, degenerate, or immoral. However, that answer is much too simplistic. In addition, it reflects a systematic bias in the way negotiators tend to perceive the other parties and explain the reasons for his or her behavior†¦. In general, people tend to perceive others in absolutist terms and attribute the causes of their behavior to a violation of some absolutist principles, whereas they tend to perceive their own behavior in more relativistic terms and permit themselves an occasional minor transgression because they had good reason. There are two reasons of choosing unethical tactics. The simple and basic reason is negotiators are corrupt or immoral and the last one is self-justification tendency: such negotiators tend to attribute the reasons of other people’s behaviors to their personalities, whereas they tend to attribute the reasons of their own behaviors to factors in the social environment. For instance, when someone is noisy in class and you can’t focus on studying, you may say that they’re impolite, they’re bad. However, if you were talking in class and others say that you were impolite, you tend to blame on other factors such as you just want to borrow a book, a pen or you just want to ask your partner some parts of the lecture that you do not understand. This tendency is called the â€Å"absolutist – relativist† disparity. In general, in negotiation, people usually criticize others’ unethical tactics for bad behavior in absolute terms, like â€Å"It is wrong to behave badly no matter what the reason is†. But they explain their using unethical tactics in more relative terms, like â€Å"I understand the principles but I have good reasons for doing this, and what I’m saying is justifiable†. So how to decide which tactics should to be used in negotiation? Firstly, negotiation starts with the state of being in a situation that needs to affect other people and need to choose which tactics they will use. (Influence situation). Secondly, negotiator have to make a list of possible tactics that may be used to influent others (identification of range of influence tactics). Then they have to define what their motivations are, what their judgment of an appropriate tactic is †¦, to make a selection of suitable tactics they are going to use (selection and use of a deceptive tactic) Finally, negotiators have to consider the consequences of those tactics based on three factors: the impact of the tactics, self-feeling after using the tactics and the feedback as well as the reaction from other people about what they’ve done. It is these consequences are good or bad that will affect their decision to make similar tactics in the future and bring about their explanation or justification of their choices. 2. Ethical tactics in Negotiation are mostly about truth telling We all know that most of the ethics issues in negotiation are concerned with standards of truth telling. We always wonder how honest, candid we should be in negotiation. Some negotiators may cheat in some situation to have benefits. They may violate formal and informal rules. In other si tuations, the may steal (break into the other party’s database to secure confidential documents†¦), but most of the attention in negotiator ethics has been on lying behavior. No one wants to tell lies and we clearly understand that being truthful is the best way to keep our reputation and honor. However, what does â€Å"being truthful† mean? We haven’t had a clear answer. Because firstly, it depends on How one defines Truth? Truth can be following a clear set of rules, determining what the social contract is for truth in your group or organization but truth can also be following your conscience. Secondly, how one defines and classifies deviations from the truth may be a problem. You think that all deviations are lies but I think small or minor deviations are not lies. So, we are different in the way of thinking. Finally, the most important question: should we tell the truth all the time, even it’s necessary to tell lies? Many people have mentioned the ethical issues surrounding truth telling. For example, Carr wrote in his â€Å"Harvard Business review† article that strategy in business is analogous to strategy in a game of poker. He explained that poker players often cheat like marking cards or hiding an ace up your sleeve. And in some other situations, a good poker player often conceal information and bluffing, like convincing others that he has the cards when he really doesn’t, so do business transaction. From time to time, many people realize the importance of not telling the truth. Most executives find themselves compelled to tell lies to keep their own interest or the interest of their company, their organization. They have to learn and practice some forms of deception when dealing with customers, labor unions, government officials†¦and it’s undeniable that if an executive insists of telling truth all the time, he can refuse many big chances for his business or even lead the company to risk. Ethics and legality are absolutely different. Bluffing, exaggeration and concealment or manipulation of information may be unethical but they are legitimate ways for both individuals and corporations to maximize their benefits. Nevertheless, we have to consider carefully before using those tactics because they are not suitable for all situations all the time. An executive might plead poverty with employees and thereby, he can save a large amount of money for his company. On the other side, if he pleaded poverty to save money investigated on products, he may fail to make safety or quality improvements on company’s products and lead the company to risk. People have been arguing about the issues surrounding truth telling and standards of being ethical in negotiation. In our opinion, negotiation base on the exchange of information regarding the true preferences and priority of the other negotiators. It means that effective negotiated agreement depends on the willingness of the parties to share accurate information about their goals, interests, priorities†¦ At the same time, all negotiators may want to maximize their benefits, so they minimize the information about themselves, show as little as possible about their position ( in case they think that other parties can make use of their high position to offer more.. . 2. 3 Typologies of deceptive tactics There are many tips and forms of deception in negotiation. There are a lot of ways to classify them, too. However, we classify the deceptions into 6 clear categories of tactics emerged and have been confirmed by additional data collection and analysis. The first 2 tactics we mention here are viewed as generally appropriate and likely to be used. * Traditional competitive bargaining: not disclosi ng your walkaway or making an inflated opening offer. * Emotional manipulation: faking your feeling or emotion show. For example, when you want to buy a dress in a market in Vietnam, you have to reduce the price the seller tells you. You can pretend that the dress has something you don’t like when you really like it. Then the seller may agree to reduce the price suitable for you. In contrast, if you like the dress and show the elation or satisfaction, the seller will know that you really want it and offer you a high price. The last 4 tactics are seen as inappropriate and unethical in negotiation but in many situations, they are very effective in successful distributive bargaining. Misrepresentation: means distorting information or negotiation events in describing them to others. * Misrepresentation to opponent’s networks: means corrupting your opponent’s reputation with his peers. It can make a lot of disadvantages to your opponent. For instance, you work for company A and your opponent is company B. You know that the executive of company B has an excellent manager and he helps that executive so much. You, somehow, make a rumor that the executive is going to expel the manager so that break the union of them. * Inappropriate information gathering: This action can be done by bribery, infiltration or spying. Bluffing: insincere threats or promises. We can see it when we are interviewed to work for a company. The executive may promise large benefits for you but the truth is that they give you the things not as good as you expect. To sum up, ethics surrounding truth telling in negotiation is still an arguing issue. We do not clearly show what is right or wrong, what a negotiator should do. We just think that a good negotiator should not tell the truth all the time and he has to consider carefully before deciding to use deceptive tactics in each situation. We hope that the 6 categories of deception can help you more to get a successful negotiation. 2. 4 The motivation to behave unethically There is a truth that everything includes two opposite sides, the light and the dark one, negotiation is not an exception too. Behaving ethically in negotiation is a right way, but not always in use. The reason simply is negotiators have to face up with so many factors that interrupt they convince other parties, so unethical method maybe helpful in this situation. However, after behaving ethically, negotiators would, or even surely, suffer a risk of terrible consequences such as losing belief of partners, bearing the disgracefulness during for a long time thereafter†¦ This part will illustrate the definition of unethical behavior in order to help people recognize an opposite meaning of ethic in negotiation. After that, we are going to present the reasons why negotiation using these methods, even they aware of its disadvantages. Speak in other way, this is the motivation. As a result, consequences are depicted in the last part with several examples. . 4. 1 What does â€Å"unethical behaviour† mean? Negotiation requires a true attitude during interacting between two or more sides. When one of them abuses the belief of their partners to gain more benefit, it call unethical behavior in negotiation. Take a small consideration in business. Two companies are bargaining about exchange excellent stuffs for training 3 months. The company A s uggests that they will provide private rooms, good working environment and regular training if the company B agree send them 5 best managers. The company B also be pleased with these conditions given above but do not want to lose their skilled personnel. As a result, they pretend that all conditions that the company A provided is deserve to have 3 members exchange, even 3 normal members. And then, 3 people will help B get more information from A. By this way, they can save their merit but also take advantage of the opponent. For example, the insincere promises of U. S imperialism in Geneva Convention (21/7/1954). At the behest of U. S. imperialism, Ngo Dinh Diem strengthened the persecution of the southerners. Along with the increasingly blatant intervention of U. S. imperialism in the South, Ngo Dinh Diem, their henchmen, is serving a terrible policy terrorism campaign, discrimination and retaliation against those who have previously participated resistance. Article 14c of the Geneva Agreement states: Each party pledged not to use revenge or discriminate against any individual or organization, for reasons of their activities during the war and committed to protection of the freedom of their democracy. † Article 15d says: The two sides do not tolerate any actions that violate the par nd property of civilians. Article 9 of the final declaration of the Geneva Convention says: The current local authority in the North and South Vietnam as well as Laos, Cambodia not to take the revenge act individually or collectively to the person or family who has any cooperation under form with one of the two sides during the war. However, in the south, all the terms which have not been respected op ponent. The terrorist attacks and arrests occurred in the consecutive temporary stationing of French troops Union. We feel their pains recalling massacre Kim Hill (TT) occurred on 2-8-1954, the day after the gunfire stopped explosion on the battlefield Central, making 84 people including many specific elderly and children cheering peace was shot and wounded. People will never forget the massacre at Cam Lo (Quang Tri), Cho Be (Quang Nam), Ngan Son, Chi Thanh (Phu Yen), Mo Cay (Ben Tre), Wing Chun (Can Tho) , Binh Thanh (Long Xuyen) make hundreds of people had been shot at and killed, thousands arrested and detained. In conclusion, the U. S imperialism and Mr. Ngo Dinh Diem had an unethical behavior in negotiation, they gave insincere promises in Geneva Convention. They betrayed the belief of the other parties and the articles in convention opponents. Besides, sometimes negotiator has to face with moral dilemma, which can lead to the failure of negotiation. Moral dilemmas, also known as ethical dilemmas, are situations in which there are two choices to be made, neither of which resolves the situation in an ethically acceptable fashion. In such cases, societal and personal ethical guidelines can provide no satisfactory outcome for the chooser. Moral dilemmas assume that the chooser will abide by societal norms, such as codes of law or religious teachings, in order to make the choice ethically impossible. Let see an example below: The company A wants to negotiate with the company B. The company B is bigger and stronger than the A and the truth is that A must depend on B to have sponsor to do a campaign. However, shortly before agreement, B has more requirements that A has to meet. A manager in company A is afraid that B may not help his company in time, so he finds another company and calls for help. The company B finds out this and the executive of B is very angry. He says that he wants the A to find out who the manager is and expel him then he will help company A. The executive of company A stands between 2 choices which do not satisfy him totally: * Choice 1: He expels the manager. The manager is very excellent and helped the company a lot when he worked for company A. The executive doesn’t want to lose a good and loyal staff. Moreover, the manager just wanted to help the company, so the executive feel sorry if expelling him. * Choice 2: He saves the manager. He has to tell lie that the manager is another man and expel that man (and give him a deserve amount of money). This action can reduce the anger of the B’s executive, not only save the manager but also succeed in negotiating with B. But lie telling is unethical behavior. 2. 4. 2 The motivation to behave unethically in negotiation There are heaps of motivations listed by experienced negotiation. The first answer usually occurs to us is that people are corrupt, immoral or degenerate. In fact, these answers is not really clear, maybe weakly argue but not persuasive. Here were three primary factors which leads negotiators consider using ethical methods: gaining benefit, the desire to beat an opponent in competitive environment, and the need to insure or restore some standard of justice that has been violated. These three reasons also mentioned in many theories during negotiation history. According to Missner (1980), profit, competition and justice are three basic causes. While the strategies and tactics of negotiating have little to do with advertising strategies in the conventional sense, questions and issues of profit, justice and competition are common to the evaluation of negotiating behavior. a. Profit In this context, we define profit as the â€Å"desire to get more† rather than in strict accounting terms. It means after negotiating, you earn or receive more than you pay for, especially in comparison with your partner. Even, you lose, but the opponent suffers a great damage. Profit is clearly a motive in negotiating. By its very nature, negotiating is a process by which individuals strive to maximize their outcomes. Individuals trying to maximize their profit frequently use negotiating strategies and tactics because they are recognized as techniques for enhancing profit. For example, a businessman who is about to go bankrupt wants to sell his house. The house normally cost 2 billion dollars, which is very high to buy for a medium class. The customer desiring this house, after failing to bargain businessman sell it at 1,5 billion, flashes an idea. He hides several people pretending spontaneously want to buy this house but pay very lower price. Thanks to the fact that the real customer have to persuade the seller that he is the only one paying largest amount of money for this house in his crisis time. In the end, the customer gets more profit in negotiation with the businessman by ethical way. b. Competition This behavior occurs in a social context in which the total amount of resources available is insufficient to satisfy everyone’s desires; therefore, competition occurs. In this part, you will realize wining maybe not the highest target but beating the other is. Therefore, each one can consider every technique, even an unfair one, to compete. In the business system, there are several different types of competition. The fundamental differences between these types are (1) whether competitors know that they are competing, (2) whether they know the identity of their competitors, and (3) whether they attain their goal by simply â€Å"getting there first† or by blocking their opponent in his pursuit of the goal. An example of the first type is (1) someone trying to set a record for pizza-eating to win recognition in the Guiness Book of World Records; an individual is trying to surpass a previous record without knowing whether anyone else is trying to do as well. It is true also in negotiation, when multilateral negotiating were taken place, each party will try by their best to win the highest outcomes without thinking about that of others. * The sec ond type of competition is (2) people know what other competing but not knowing exactly who they are. For instance, in many fairy tales, there are thousands men wanting to get married with Princess. Each one convinces the Royal family that they are suitable candidate by showing their talents without awareness of the others. * The third is easily seen in a marathon race or an auction. It happens (3) when you know who is your competitors, what they are competing and how they enhance their profit. The only way to win in this situation is simply getting the number one in rank. * The last is (4) trying to defeat competitor by all means. This is really deplorable behavior because of its unfairness. We shall call the first three types incidental competition, and this type essential competition. Here it can be argued that the closer a negotiator comes to a situation of essential competition, where a specific adversary has to be defeated in order to achieve a goal, the more a party is predisposed to use tactics that are ethically questionable. In most competitions, there are rules that limit what people can or can’t do. It can be argued that when the goal is to defeat an opponent, there may be considerably greater pressures to violate the rules in order to make sure that defeat occurs. c. Justice Questions of justice largely based on differing standards of outcome distribution: what parties actually receive (in economic or social benefits) compared to what they believe they deserve. Conflict arises when parties disagree as to how well they have actually performed, and how much they deserve for their performance. Everyone thinks that their distribution is valuable and worth with a large outcome or a significant recognition. As an example of the first case – determining how well they have performed – suppose one person becomes a millionaire through inheritance while the other person has had to work 60 hours a week for 20 years to attain the same status. In the second case – determining what they deserve for their performance – a justice question may arise over whether a labor union deserves an across-the-board increase of 25cents/hour. Moreover justice questions arise when parties disagree about whether the rules were followed in attaining a particular end. The more parties fundamentally disagree about the nature of the rules that apply in a given situation, or the manner in which the rules were (or were not) observed, the more likely these disagreements will lead to an ethical controversy about which fairness standards are â€Å"right† and â€Å"wrong†. 2. 4. 3 Consequences of unethical behavior in negotiation This picture clearly illustrates the risk of using unethical behavior in negotiation. On the very first time, users can get high benefit, but not last long and substantial. The failure happen in unexpected and unpredicted way, which will collapse all your effort made before. X axis represents the time. It may be the time of just one negotiation (30 minutes may be) or may represent the whole career of a negotiator (15 years maybe, if he is lucky). Y axis is the negotiation success through unethical behavior. As time passes, the success increases, through unethical behaviors and it makes the perfect trend! In a very short time the negotiator can be very successful. It does not mean every successful negotiator must behave unethically to be very successful. But assume; this is the graph of a hard negotiation, both sides insist on what they want to get and the negotiator can be only successful after 2 or 3 days negotiation. We glad to cite an example from data we found during our research â€Å"The case was same for Tin Men, the movie. In the movie, two salesmen, working for an aluminum siding company, are in the front garden of a house and they try to take some photographs of the house. Because they want to meet someone from the house, they speak with each other very loudly and so, the lady in the house comes to the garden and asks what they are doing. The salesmen lies: â€Å"We are from Life Magazine and we try to take your house photographs to use in a presentation about aluminum siding this week, in Life magazine. † Because Life Magazine is important for her, the lady wondered what they want to do with her house photo. Salesmen say that the photo will be a before picture in life magazine! As the salesmen hope, a before picture is unacceptable for the lady. So, they make the lady to buy aluminum siding for the house through unethical behaviors at the end of their negotiations. (Of course they have no relationship with Life Magazine). They sell a lot using these unethical tactics and at the end they lose their licences for selling. They lose the only instrument to do what they are doing best, their jobs. † In addition, the story about the boy raising sheep in the field and the wolf is a typical example. The boy feel totally boring with spending all day taking care about sheep, so he come up an crazy idea that screaming out â€Å"Wolf! Wolf! Help me!! † can joke other farmers. On the first time, every people in the field immediately run toward his voice. They feel stupid and a little bit angry when realizing the joke. After that, they lose their temper. The last time, the boy meets the real wolf but nobody believes in his screaming, despite his crying voice. This is the end of liar, who is unethical. 2. 5 Explanations and Justifications As we know, the main motivation for using a tactic in negotiation is to gain a temporary power benefit. There are two ways for people to use the tactics. They may casually or quickly make a decision to use the deceptive tactic to get the advantage. On the other hand, after they consider carefully and evaluate all of the possibilities, they use this method to achieve the target they want. When a negotiator has used an ethically ambiguous tactics that may elicit a reaction, the negotiator must prepare to defend the use of the tactic. The primary purpose of these explanations and justifications is to rationalize, explain, or excuse the behavior – to verbalize some good, legitimate reason why this tactic was necessary. There is an increasing stream of research on those who employ unethical tactics and the explanations and justifications they may use to rationalize them. Here are seven rationalizations for unethical conduct. Firstly, the tactic was unavoidable. This means negotiators sometimes don’t want to lie to anyone but they have to. Therefore, they must defend the tactic’s use to themselves. They claim that the situation made it necessary for them to act the way they did. The negotiator may feel that she was not in full control of her actions or had no other option, and hence should not be held responsible. It is possible that the negotiator was pressured to use the tactic by someone’s power even though they had no intent to hurt anyone. Secondly, the tactic was harmless. People tell white lies all the time. Everyone tells a white lie on occasion, it’s just a question of why. Some white lies save relationships, some ease a hectic situation, and others buy us time. The list could go on forever. Stretching the truth is natural component of human instinct because it’s the easy way out. We all do it, so there is no reason to deny it. In negotiation, they may say that what he did was not very significant. For example, you meet your friend whom you haven’t seen for a long time with a nice behavior and a hug â€Å"Oh, Long time no see. I miss you so much. How are you doing? . In fact, you really hate her when both of you was classmates in high school, and obviously, you never miss her as you say. Exaggerations, bluffs, or peeking at the other party’s private notes during negotiations can all be easily explained away as harmless action. However, in some cases, the tactics may betray you. This particular justification interprets the harm from the actor’s point of view. Therefore, the victim may not agree and may have experienced significant harm or costs as a result. Thirdly, the tactic will help to avoid negative consequences. When using this justification, negotiators are arguing that the ends justify the means. In this case, the tactic can protect you from getting in difficulties and decrease the harm. It is okay to lie to an armed robber such as â€Å"I don’t have any money. My little brother had taken my purse because he thought it was a toy and played with it†. Maybe, you can escape from him and avoid being injured. Negotiators may see lying as justifiable if it protects them against even more undesirable consequences should the truth be known. Fourthly, the tactic will produce good consequences, or the tactic is altruistically motivated. The end justifies the means in a positive sense. That means the quality of any given action is judged by its consequences. Act utilitarian will argue that certain kinds of lies or means-ends tactics are appropriate because they may lead to better results. For example, Robin Hood tactics in which someone robs from the rich to make the poor better off. Another tack on this is the â€Å"I was only trying to help you†¦Ã¢â‚¬  explanation. In reality, most negotiators use deceptive tactics for their own advantage, not for the general good. In this case, others are likely to view these actions as less excusable than tactics that avoid negative consequences. Fifthly, â€Å"They had it coming†, or â€Å"They deserve it,† or â€Å"I’m just getting my due†. People believed that it was appropriate to take advantage of the generalized source of authority in various ways. They may get benefits from tax evasion, petty theft, shoplifting, improper declaration of bankruptcy, journalistic excesses, and distortion in advertising. Time goes on, all of these problems are increasing dramatically. Sixthly, â€Å"They were going to do it anyway, so I will do it first. Sometimes, the negotiator rationalizes the use of a tactic because he predicts that the other intends to use similar tactics. In a profound study, Anne Tenbrunsel pointed out that individuals whose partners were more tempted to misrepresent information expected the other to be less honest than individuals whose partners were less tempted. In fu rther research, one’s own temptation to misrepresent creates a self-fulfilling logic in which one believes one needs to misrepresent because the other is likely to do it as well. Seventhly, the tactic is fair or appropriate to the situation. This approach uses situational relativism as a rationale or justification. Most social situations, including negotiations, are controlled by proper conduct and behavior. In conclusion, explanations and justifications are the ways for people to rationalize the behavior to themselves as well as one’s own conduct. However, if the more frequently negotiators use this processes, the more their judgments about the proper ethics will become worse and biased. These negotiators will not be respected and considered to be low of integrity. Therefore, they cannot seize the opportunities when they come. The truth is always having a latent power. Negotiators abuse these rationalizations too much, as a result, they will probably unsuccessful unless they are professional in staying ahead of the negative reputation generated by their conduct. CHAPTER 3 The ways negotiators deal with the other party’s use of deception This chapter will identify some of the things that you should do if you believe the other’s party using deceptive tactics. There are two main ways: ask probing question and recognize the tactic. Up on to specific situation, you should consider to use one of them or both. 3. 1 Ask probing question When you believe the other party’s answer is fully disclosing a problem, asking probing questions may help you uncover the key information that was omitted. Police interrogations and Researchers have identified a number of verbal tactics that you can use to determine if the other party is acting deceptively. The first tactic is â€Å"Intimidation†. You can force the other to admit he is using deception by intimidating him into telling the truth. For example, if you see the other tell lies, you can make threats again them by saying: â€Å"I’ll report your mother† or â€Å"I’m not interested in anything you have to say on the matter†. The second tactic is â€Å"Futility portrayal†. In this way, press the other party that the truth will come out someday. Saying that: â€Å"Don’t dig the hole deeper by trying to cover it up†, â€Å"You’re all alone in your deception† is also useful. The third one is â€Å"Discomfort and relief†. Help them reduce the tension and stress associated with being a known deceiver by saying â€Å"Confession is good for your soul† or â€Å"Don’t scare. If you told everything, I would feel more comfortable and cheerful†. The fourth tactic is â€Å"Bluffing†. You need to pretend that you have uncovered the truth but will not discuss it. You can say to him â€Å"your sins are about to be uncovered† or â€Å"I know what u said is not completely true. You can tell the truth before I disclose you†. The fifth one is â€Å"Gentle prods†. Please encourage the other to keep talking so that he gives you information that may help you separate true facts from deceptions. Ask him to elaborate on the topics being discussed. Ask questions but indicate that you are asking because â€Å"other people want to know†. Play devil’s advocate and ask playful questions. Praise the other so as to give him confident and support that may lead to information sharing. The sixth one is â€Å"Minimizations†. In this situation, you need help the other find excuses for why he/she was deceptive, min the consequences of the action, shift the blame to someone else. The seventh one is â€Å"Contradiction†. Get the other to tell his story fully in order to discover more information that will allow you to discover inconsistencies and contradictions in his comments or reports. Point out and ask for explanations about apparent contradictions. Ask the speaker the same question several times and look for inconsistencies in his response. Put pressure on the speaker and get him to slip up or say things he doesn’t want to say. The eight tactics is â€Å"Alter information†. Asking the suspected deceiver a question containing incorrect information and hope he corrects you. â€Å"A chick in the defense† is also one of the tactics. You should try to get other to admit a small lie about some info, and use this to push for admission of a large lie â€Å"If you lie about this one little thing, how do I know you have not lied about other thing? Another tactics is â€Å"Self- disclosure†. This is a special ways of dealing with deceptions. You will reveal a number of dishonesty things about yourself and the other will begin to trust you and reciprocate with disclosures of dishonesty. In addition, make a list of behaviors that might be an indication he is telling lie: sweating, nervousness, changing of voice†¦. It calls â€Å"Point of deception cues†. Besides, concern about the other party is effective. When you see that they are telling lies, indicate that you are honestly concern for their welfare by saying: â€Å"You’re important to me† or â€Å"I care deeply about u†Ã¢â‚¬ ¦. The next tactic is â€Å"Keeping a status quo†. Everyone wants to have their own reputation. You just must appeal to his pride in order to maintain reputation. For examples: â€Å"What will people think if they know you’re liar? † In facts, you also can directly approach to them. â€Å"Let’s be honest† â€Å"Surely I can keep secret if you tell me everything you know†. If all of that tactic are not useful and be helpful for forcing the other to tell the truth, please keep silent. This way is the only thing you can do in every situation. Keep silent and create a â€Å"verbal vacuum† that makes the other uncomfortable and gets him to talk and disclose information. When he tells a lie, simply maintain direct eye contact but remain silent. By this way, normally he will scare and respect you more than ever. 3. 2 Recognize the tactic Another method to deal with deceptive tactics is to recognize the tactic. There are five ways for you to choose. Firstly, you can ignore the tactic. If you figure out the other party is not telling the truth, just neglect it or pretend you didn’t hear anything. Once the tactic is recognized, it has no chance to bring further undue pressure. Unfortunately, there are a few negotiators who are slow learners, if you ignore them, they may not get the message that you want something more honest. Secondly, you can ask questions to get at the truth. For example, a student lies to his teacher that he’s done all homework but he forgot to bring along. The teacher may then ask him something about the homework supposed to have been finished. If he is lying, he may either not be able to answer the questions, or give wrong ones. However, the student can still get away with it if he tells the teacher that the homework was too hard for him. Thus, he could not fully understand. Thirdly, if you don’t want to beat around the bush, then you should â€Å"call† the tactic. Let your opponents know you see what they are trying to do by pointing the tactic out. Do so tactfully, but firmly. Indicate your displeasure with it. Sometimes, the embarrassment of such an observation is sufficient to make them give up the tactic or even convert their behavior to more win-win negotiating. Fourthly, you may also respond in kind, which means to do whatever the other side is doing at a higher level. If the other side recognizes that you are lying too, he will probably realize his tactic is no longer useful. Nevertheless, this option is a double-edged sword because it is likely to intensify the conflict. This is not recommended at all cost. Finally, this is quite similar to calling the tactic, which is to discuss what you see and offer to help the other party change to more honest behaviors. Announce that you have noted your opponents behavior and suggest a better way to negotiate. The logic of this lies in the assumption that, once the other negotiator understands that either you know what he is doing or continuing this behavior will entail certain costs (including the possibility that you will walk away from the negotiation), the other party may respond to your suggestion for a more integrative exchange. SUMMARY Ethical negotiating tactics and unethical ones are much more familiar than might have been expected. Ethical and unethical tactics are still under discussion. The decision to use a deceptive tactic probably be best understood through a decision-making model Negotiator is influenced by his or her own motivations, expectations of what the other party will do for the expected future relationship. Before negotiating, we should think of three questions: Will they really enhance my power and help me achieve my objective? How will these tactics affect future relationship? How will these tactics s affect my reputation as negotiator? According to these analyses and researches, we can see that ethics are not the most important element in negotiation. However, in some specific situation, ethics play decisive role in the success of negotiation. Negotiators, therefore, need to consider carefully before choosing suitable tactics. REFERENCES 1. Roy J. Lewicki, The Ohio State University (2004), Ethics in Negotiation, Essentials of negotiation, McGraw-Hill/Irwin 2. Lecture Sir Michael Palliser on Wednesday 24 May, 2000, Ethics and Diplomacy: Contradiction in Terms? , http://www. wpct. co. uk/lectures/2000. htm [ 1 ]. Roy J. Lewicki , Essentials of Negotiation, pp. 184-185