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Harmony, Hobbes and Rational Negotiation: A Reply to Dees and Cramton’s “Promoting Honesty in Negotiationâ€

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  • Gibson, Kevin

Abstract

Dees and Cramton have argued that we should take a deontological stand to make negotiations more ethical (“Promoting Honesty in Negotiation: An Exercise in Practical Ethics†BEQ, Vol. 3, #3). I suggest that their analysis is overdetermined, and that one can, in fact, reach the same conclusions through a Hobbesian approach to negotiation. I suggest that an equally valid way to develop ethical negotiation is through the consequentialist “Harmony Thesis†which posits that moral behavior is coextensive with beneficial results. Behold, I send you forth as sheep in the midst of wolves; be ye therefore as wily as serpents and harmless as doves

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  • Gibson, Kevin, 1994. "Harmony, Hobbes and Rational Negotiation: A Reply to Dees and Cramton’s “Promoting Honesty in Negotiationâ€," Business Ethics Quarterly, Cambridge University Press, vol. 4(3), pages 373-381, July.
    • Handle: RePEc:cup:buetqu:v:4:y:1994:i:03:p:373-381_01
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