Strictly speaking, negotiations cross the line when undue pressure, blackmail or unfair competitive advantage is used. But, like most ethical guidelines, this one too is open to interpretation. Doing the right thing isn't always profitable. This viewpoint is shared by society at large, says Boland, which teaches us to put profit before integrity when it comes to economic survival. The problem is that once an unethical reputation is earned, there's no going back.
Suppliers quickly learn which shows and show managers expect favors.
But the price of those favors is high in a small industry with no secrets. But after several years of getting away with it, he got caught and fired, and couldn't get back into the industry. Once it's compromised, it's very difficult to do business in this industry. The exposition industry supports ethical business practices through NAEM's Code of Ethics, and the ESCA Pledge of Service. Walter says the NAEM Code tries to define how show managers should conduct themselves by addressing specific issues where problems are most likely to occur.