Ethics in Negotiations: The Confrontation between Representation and Practices
While in practice negotiation is always a mix of cooperation and competition, these two elements correspond to different approaches of the relationship and also different orientations in term of strategy, techniques, tactics and argume
|Date of creation:||01 Jan 2014|
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- 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.
- Jukka Varelius, 2006. "Allhoff on Business Bluffing," Journal of Business Ethics, Springer, vol. 65(2), pages 163-171, 05.
- 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.
- 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.
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