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Honesty in negotiation
Abstract
It is often suggested that deceptive behaviour in negotiation is ethical. A number of academic writers have put that view, and several have even suggested that a contrary approach is naÃve. Writers argue either that deceptive behaviour is generally expected or else that such behaviour is necessary to enable us to guard ourselves against exploitation. But in fact participants in the negotiating process differ in what they expect, and we can be...
Paper Details
Title
Honesty in negotiation
Published Date
Jan 1, 2000
Volume
9
Issue
1
Pages
3 - 12
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