Promoting Honesty in Negotiation: An Exercise in Practical Ethics
Peter Cramton and J. Gregory Dees ,
4
( 3 )
Business Ethics Quarterly
359-394
October
1993
Abstract

In a competitive and morally imperfect world, business people are often faced with serious ethical challenges. Harboring suspicions about the ethics of others, many feel justified in engaging in less-than-ideal conduct to protect their own interests. The most sophisticated moral arguments are unlikely to counteract this behavior. We believe that this morally defensive behavior is responsible, in large part, for much undesirable deception in negotiation.

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