Hostname: page-component-6bb9c88b65-6scc2 Total loading time: 0 Render date: 2025-07-26T05:27:52.788Z Has data issue: false hasContentIssue false
  • English
  • Français

On the Ethics of Deception in Negotiation

Published online by Cambridge University Press:  23 January 2015

Alan Strudler
Alan Strudler*
Affiliation:
University of Pennsylvania
Get access Rights & Permissions [Opens in a new window]

Abstract

An abstract is not available for this content so a preview has been provided. Please use the Get access link above for information on how to access this content.
Image of the first page of this content. For PDF version, please use the ‘Save PDF’ preceeding this image.'

Information

Type
Replies
Information
Business Ethics Quarterly , Volume 5 , Issue 4 , October 1995 , pp. 805 - 822
Copyright
Copyright © Society for Business Ethics 1995

Access options

Get access to the full version of this content by using one of the access options below. (Log in options will check for institutional or personal access. Content may require purchase if you do not have access.)

Article purchase

Temporarily unavailable

References

Boatright, John R., 1992: “Morality in Practice: Dees, Cramton, and Brer Rabbit on a Problem of Applied Ethics,” Business Ethics Quarterly 2, 63–73.CrossRefGoogle Scholar
Carnevale, Peter J. and Pruitt, Dean G., 1992: “Negotiation and Mediation,” Annual Review of Psychology 43, 531–82.CrossRefGoogle Scholar
Carson, Thomas, 1993: “Second Thoughts About Bluffing.” Business Ethics Quarterly 3, pp. 318–41.CrossRefGoogle Scholar
Chisholm, Roderick and Feehan, Thomas D., 1977: “The Intent to Deceive,” Journal of Philosophy 74, 143–159.CrossRefGoogle Scholar
Cramton, Peter C. and Dees, J. Gregory, 1993: “Promoting Honesty in Negotiation.” Business Ethics Quarterly 4.Google Scholar
Dees, J. Gregory and Cramton, Peter C.. 1991: “Shrewd Bargaining on the Moral Frontier: Toward a Theory of Morality in Practice,” Business Ethics Quarterly 1, 135–67.CrossRefGoogle Scholar
Donagan, Alan, 1977: The Theory of Morality (University of Chicago Press, Chicago).CrossRefGoogle Scholar
Frank, Robert H., 1988: Passions within Reason (Norton, New York).Google Scholar
Gulliver, P.H., 1979: Disputes and Negotiations: A Cross-Cultural Perspective (Academic Press, New York).Google Scholar
Kennan, John, and Wilson, Robert, 1993: “Bargaining with Private Information,” Journal of Economic Literature 31, 45–105.Google Scholar
Lewicki, Roy J., Litterer, Joseph A. et al., 1994: Negotiation (Irwin, Burr Ridge).Google Scholar
Nyberg, David, 1993: The Varnished Truth: Truth Telling and Deceiving in Ordinary Life (University of Chicago Press, Chicago).Google Scholar
Raiffa, Howard, 1982 The Art and Science of Negotiation: How to Resolve Conflicts and Get the Best Out of Bargaining (Harvard University Press, Cambridge).Google Scholar
Sedgwick, Sally, 1991: “On Lying and the Role of Content in Kant’s Ethics,” Kant-Studien 82, 42–62.CrossRefGoogle Scholar
Shell, G. Richard, 1991: “When Is It Legal to Lie in Negotiations?” Sloan Management Review, pp. 93–101.Google Scholar
Strudler, Alan and Wasserman, David, forthcoming: “The First Dogma of Deontology,” Philosophical Studies.Google Scholar
Vuillemin, Jules, 1982: “On Lying: Kant and Benjamin Constant,” Kant-Studien 73, 413–24.Google Scholar