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Ethics in Negotiations: The Confrontation between Representation and Practices

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  • Claude Alavoine

Abstract

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

Suggested Citation

  • Claude Alavoine, 2014. "Ethics in Negotiations: The Confrontation between Representation and Practices," Working Papers 2014-272, Department of Research, Ipag Business School.
    • Handle: RePEc:ipg:wpaper:2014-272
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    File URL: https://faculty-research.ipag.edu/wp-content/uploads/recherche/WP/IPAG_WP_2014_272.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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