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On the Ethics of Deception in Negotiation

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  • Strudler, Alan

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  • Strudler, Alan, 1995. "On the Ethics of Deception in Negotiation," Business Ethics Quarterly, Cambridge University Press, vol. 5(4), pages 805-822, October.
    • Handle: RePEc:cup:buetqu:v:5:y:1995:i:04:p:805-822_01
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    Citations

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    Cited by:

    1. Boles, Terry L. & Croson, Rachel T. A. & Murnighan, J. Keith, 2000. "Deception and Retribution in Repeated Ultimatum Bargaining," Organizational Behavior and Human Decision Processes, Elsevier, vol. 83(2), pages 235-259, November.
    2. Filipe Sobral & Gazi Islam, 2013. "Ethically Questionable Negotiating: The Interactive Effects of Trust, Competitiveness, and Situation Favorability on Ethical Decision Making," Journal of Business Ethics, Springer, vol. 117(2), pages 281-296, October.
    3. William Keep, 2009. "Furthering Organizational Priorities with Less Than Truthful Behavior: A Call for Additional Tools," Journal of Business Ethics, Springer, vol. 86(1), pages 81-90, April.
    4. Tobey Scharding, 2019. "Individual Actions and Corporate Moral Responsibility: A (Reconstituted) Kantian Approach," Journal of Business Ethics, Springer, vol. 154(4), pages 929-942, February.
    5. Marko Pitesa & Stefan Thau, 2013. "Compliant sinners, obstinate saints: How power and self-focus determine the effectiveness of social influences in ethical decision making," Post-Print hal-00814614, HAL.
    6. Marko Pitesa & Stefan Thau, 2013. "Compliant sinners, obstinate saints: How power and self-focus determine the effectiveness of social influences in ethical decision making," Grenoble Ecole de Management (Post-Print) hal-00814614, HAL.
    7. Matthew Caulfield, 2021. "Pay Secrecy, Discrimination, and Autonomy," Journal of Business Ethics, Springer, vol. 171(2), pages 399-420, June.
    8. Volkema, Roger J., 1999. "Ethicality in Negotiations: An Analysis of Perceptual Similarities and Differences Between Brazil and the United States," Journal of Business Research, Elsevier, vol. 45(1), pages 59-67, May.
    9. Isabel P. Riquelme & Sergio Román, 2023. "Personal antecedents of perceived deceptive pricing in online retailing: the moderating role of price inequality," Electronic Commerce Research, Springer, vol. 23(2), pages 739-783, June.
    10. Kasim Khorasanee, 2024. "Spoof, Bluff, Go For It: A Defence of Spoofing," Journal of Business Ethics, Springer, vol. 189(1), pages 201-215, January.
    11. Sherwood, Charles, 2022. "A lie is a lie: the ethics of lying in business negotiations," LSE Research Online Documents on Economics 113331, London School of Economics and Political Science, LSE Library.
    12. Peter Cramton & J. Gregory Dees, 1995. "Deception and Mutual Trust: A Reply to Strudler," Papers of Peter Cramton 95beq, University of Maryland, Department of Economics - Peter Cramton, revised 09 Jun 1998.
    13. Koning, Lukas & Steinel, Wolfgang & Beest, Ilja van & Dijk, Eric van, 2011. "Power and deception in ultimatum bargaining," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(1), pages 35-42, May.

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