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.