Business Ethics Quarterly 3 (4):359-394 (1993)

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. Drawing on recent work in the literature of negotiations, we present some practical guidance on how negotiators might build trust, establish common interests, and secure credibility for their statements, thereby promoting honesty. We also point out the types of social and institutional arrangements, many of which have become commonplace, that work to promote credibility, trust, and honesty in business dealings. Our approach is offered not only as a specific response to the problem of deception in negotiation, but as one model of how research in business ethics might offer constructive advice to practitioners
Keywords Applied Philosophy  Business and Professional Ethics  Social Science
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ISBN(s) 1052-150X
DOI 10.2307/3857284
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References found in this work BETA

Is Business Bluffing Ethical?Albert Z. Carr - forthcoming - Essentials of Business Ethics.
The Intent to Deceive.Roderick M. Chisholm & Thomas D. Feehan - 1977 - Journal of Philosophy 74 (3):143-159.
Gifts and Exchanges.Kenneth J. Arrow - 1972 - Philosophy and Public Affairs 1 (4):343-362.

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Citations of this work BETA

Deception and Mutual Trust: A Reply to Strudler.Peter C. Cramton - 1995 - Business Ethics Quarterly 5 (4):823-832.
Moral Decision Making in Business: A Phase-Model.Aviva Geva - 2000 - Business Ethics Quarterly 10 (4):773-803.
Myth and Ethics in Business.Aviva Geva - 2001 - Business Ethics Quarterly 11 (4):575-597.

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