In a tough negotiation, where do you draw the line between a strategic bluff and an unethical lie?In this episode, Natasha, Conrad, and Zach continue their in-depth exploration of procurement ethics, focusing on the practical, in-the-moment dilemmas of negotiation. The hosts share candidly about their own personal values, the pressures they've faced, and the frameworks they use to make tough calls.You’ll hear candid views on:✔️ Bluffing vs. Lying: The hosts debate the fine line between the two, with Natasha warning that you must be prepared to have your bluff called.✔️ The "Slippery Slope": Conrad's theory that major ethical breaches don't start overnight but begin with small, questionable actions, like with travel expenses, that become normalized over time.✔️ The "Third Party Test": A practical framework for judging your actions: if a neutral third party were watching you, what would they think your intentions are?✔️ Personal Values (The Mirror Test): The ultimate conclusion that your long-term reputation and ability to feel good about your actions are more important than any single deal.✔️ Responding to Unethical Behavior: What to do when a supplier "plays dirty" or, even more difficult, when you observe unethical behavior from a senior leader in your own company.

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