Abstract:

Negotiators can use sometimes unethical negotiation tactics which mean not telling the truth or breaking the perceived rules of negotiation These behaviors of negotiators are noticed as one of the factors that effect the process and result of negotiation The aim of this study is to search the effects of ethical perceptions of individuals on impression management tactics in negotiation process In this context the research is conducted on 209 individuals still working in public sector in Ankara Results show that participants perceive the traditional competitive behaviors more acceptable and adopt lowering opposing party behaviors less Findings also showed that employees’ perception of unethical behaviors in negotiaton effect the impression management tactics Participants whose perception of non ethical behaviors higher have tendency to use impression management tactics more effectively Key Words: Negotiation ethics unethical behaviours impression management tactics

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