Alan Strudler has written a stimulating and provocative article about deception in negotiation. He presents his views, in part, in contrast with our earlier work on the Mutual Trust Perspective. We believe that Strudler is wrong in his account of the ethics of deception in negotiation and in his quick dismissal of the Mutual Trust Perspective. Though his mistakes may be informative, his views are potentially harmful to business practice. In this paper, we present arguments against Strudler's position and attempt to salvage the Mutual-Trust Perspective from his attack. Strudler's work reaffirms the need for a more pragmatic approach to business ethics. We close the paper with a renewed call for more constructive and practical approaches to business ethics research.
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Publisher Info
Paper provided by University of Maryland, Department of Economics - Peter Cramton in its series Papers of Peter Cramton with number
95beq.
Length: 10 pages Date of creation: 1995 Date of revision:
09 Jun 1998 Publication status: Published in Business Ethics Quarterly, 5:4, October 1995, pages 813-822. Reprinted in Carrie Menkel-Meadow and Michael Wheeler, eds., What's Fair, John Wiley & Sons, 2004. Handle: RePEc:pcc:pccumd:95beq
Contact details of provider: Postal: Economics Department, University of Maryland, College Park, MD 20742-7211 Phone: (202) 318-0520 Fax: (202) 318-0520 Web page: http://www.cramton.umd.edu
For technical questions regarding this item, or to correct its listing, contact: (Peter Cramton).
Find related papers by JEL classification: D82 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Asymmetric and Private Information M29 - Business Administration and Business Economics; Marketing; Accounting - - Business Economics - - - Other
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