The role of ethics is to establish a way of doing what is right, fair, and honest. If your counterpart feels you are being unfair or dishonest, he or she is less likely to make any concessions—or even to negotiate with you in the first place. Along his or her career a good negotiator will build long-term relationships based on ethics and trust.
How does organizational culture affect ethics in a negotiation?
Negotiation practices differ from organizational culture to organizational culture and that culture can influence "negotiating style". Organizational culture affects ethics in a negotiation the way persons from different organizational cultures conduct themselves in negotiating sessions.