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Unethical Practices in Negotiations. The Confrontation between Internal and External Factors

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  • Claude Alavoine

Abstract

Most of the negotiators have a tendency to complain about the unethical aspects of the tactics used by their counterparts while, as the same time, they are mostly unaware of the sources of influence of their own vision of negotiation and practices. The

Suggested Citation

  • Claude Alavoine, 2014. "Unethical Practices in Negotiations. The Confrontation between Internal and External Factors," Working Papers 2014-223, Department of Research, Ipag Business School.
    • Handle: RePEc:ipg:wpaper:2014-223
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    File URL: https://faculty-research.ipag.edu/wp-content/uploads/recherche/WP/IPAG_WP_2014_223.pdf
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    References listed on IDEAS

    as
    1. Mara Olekalns & Philip Smith, 2007. "Loose with the Truth: Predicting Deception in Negotiation," Journal of Business Ethics, Springer, vol. 76(2), pages 225-238, December.
    2. Jukka Varelius, 2006. "Allhoff on Business Bluffing," Journal of Business Ethics, Springer, vol. 65(2), pages 163-171, May.
    3. Mara Olekalns & Philip Smith, 2009. "Mutually Dependent: Power, Trust, Affect and the Use of Deception in Negotiation," Journal of Business Ethics, Springer, vol. 85(3), pages 347-365, March.
    4. Marwan Sinaceur & Margaret A. Neale, 2005. "Not All Threats are Created Equal: How Implicitness and Timing Affect the Effectiveness of Threats in Negotiations," Group Decision and Negotiation, Springer, vol. 14(1), pages 63-85, January.
    5. Taya Cohen, 2010. "Moral Emotions and Unethical Bargaining: The Differential Effects of Empathy and Perspective Taking in Deterring Deceitful Negotiation," Journal of Business Ethics, Springer, vol. 94(4), pages 569-579, July.
    Full references (including those not matched with items on IDEAS)

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    1. repec:ipg:wpaper:2014-536 is not listed on IDEAS
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    4. repec:ipg:wpaper:2014-573 is not listed on IDEAS
    5. repec:ipg:wpaper:2014-532 is not listed on IDEAS
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    7. repec:ipg:wpaper:2014-472 is not listed on IDEAS
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    9. repec:ipg:wpaper:2014-399 is not listed on IDEAS

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