Promoting Honesty in Negotiation: An Exercise in Practical Ethics
Author
Abstract
Suggested Citation
Download full text from publisher
Other versions of this item:
- Cramton, Peter C. & Dees, J. Gregory, 1993. "Promoting Honesty in Negotiation: An Exercise in Practical Ethics," Business Ethics Quarterly, Cambridge University Press, vol. 3(4), pages 359-394, October.
References listed on IDEAS
- Gregory Dees, J. & Cramton, Peter C., 1991.
"Shrewd Bargaining on the Moral Frontier: Toward a Theory of Morality In Practice,"
Business Ethics Quarterly, Cambridge University Press, vol. 1(2), pages 135-167, April.
- Peter Cramton & J. Gregory Dees, 1991. "Shrewd Bargaining on the Moral Frontier: Toward a Theory of Morality in Pratice," Papers of Peter Cramton 91beq, University of Maryland, Department of Economics - Peter Cramton, revised 09 Jun 1998.
- James W. Friedman, 1971. "A Non-cooperative Equilibrium for Supergames," The Review of Economic Studies, Review of Economic Studies Ltd, vol. 38(1), pages 1-12.
- Myerson, Roger B. & Satterthwaite, Mark A., 1983.
"Efficient mechanisms for bilateral trading,"
Journal of Economic Theory, Elsevier, vol. 29(2), pages 265-281, April.
- Roger B. Myerson & Mark A. Satterthwaite, 1981. "Efficient Mechanisms for Bilateral Trading," Discussion Papers 469S, Northwestern University, Center for Mathematical Studies in Economics and Management Science.
- Abreu, Dilip & Pearce, David & Stacchetti, Ennio, 1986. "Optimal cartel equilibria with imperfect monitoring," Journal of Economic Theory, Elsevier, vol. 39(1), pages 251-269, June.
- Bengt Holmstrom, 1979.
"Moral Hazard and Observability,"
Bell Journal of Economics, The RAND Corporation, vol. 10(1), pages 74-91, Spring.
- Bengt Holmstrom, 1997. "Moral Hazard and Observability," Levine's Working Paper Archive 1205, David K. Levine.
- Fudenberg, D., 1991. "Explaining Cooperatiob and Commitment in Repeated Games," Working papers 590, Massachusetts Institute of Technology (MIT), Department of Economics.
- HOLMSTROM, Bengt, 1979. "Moral hazard and observability," LIDAM Reprints CORE 379, Université catholique de Louvain, Center for Operations Research and Econometrics (CORE).
- Peter C. Cramton, 1992.
"Strategic Delay in Bargaining with Two-Sided Uncertainty,"
The Review of Economic Studies, Review of Economic Studies Ltd, vol. 59(1), pages 205-225.
- Peter Cramton, 1992. "Strategic Delay in Bargaining with Two-Sided Uncertainty," Papers of Peter Cramton 92res, University of Maryland, Department of Economics - Peter Cramton, revised 09 Jun 1998.
- Porter, Robert H., 1983. "Optimal cartel trigger price strategies," Journal of Economic Theory, Elsevier, vol. 29(2), pages 313-338, April.
- Kennan, John & Wilson, Robert, 1993.
"Bargaining with Private Information,"
Journal of Economic Literature, American Economic Association, vol. 31(1), pages 45-104, March.
- Kennan, J. & Wilson, R., 1991. "Bargaining with Private Information," Working Papers 90-01rev, University of Iowa, Department of Economics.
- Joel Sobel, 1985. "A Theory of Credibility," The Review of Economic Studies, Review of Economic Studies Ltd, vol. 52(4), pages 557-573.
- George A. Akerlof, 1970. "The Market for "Lemons": Quality Uncertainty and the Market Mechanism," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 84(3), pages 488-500.
- Boatright, John R., 1992. "Morality in Practice: Dees, Crampton, and Brer Rabbit On a Problem of Applied Ethics," Business Ethics Quarterly, Cambridge University Press, vol. 2(1), pages 63-73, January.
- Hirschman, Albert O., 1985.
"Against Parsimony: Three Easy Ways of Complicating some Categories of Economic Discourse,"
Economics and Philosophy, Cambridge University Press, vol. 1(1), pages 7-21, April.
- Hirschman, Albert O, 1984. "Against Parsimony: Three Easy Ways of Complicating Some Categories of Economic Discourse," American Economic Review, American Economic Association, vol. 74(2), pages 89-96, May.
- Kronman, Anthony T, 1985. "Contract Law and the State of Nature," The Journal of Law, Economics, and Organization, Oxford University Press, vol. 1(1), pages 5-32, Spring.
- Baiman, S & Lewis, Bl, 1989. "An Experiment Testing The Behavioral Equivalence Of Strategically Equivalent Employment Contracts," Journal of Accounting Research, Wiley Blackwell, vol. 27(1), pages 1-20.
Citations
Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
Cited by:
- SimanTov-Nachlieli, Ilanit & Har-Vardi, Liron & Moran, Simone, 2020. "When negotiators with honest reputations are less (and more) likely to be deceived," Organizational Behavior and Human Decision Processes, Elsevier, vol. 157(C), pages 68-84.
- Hillie Aaldering & Alfred Zerres & Wolfgang Steinel, 2020. "Constituency Norms Facilitate Unethical Negotiation Behavior Through Moral Disengagement," Group Decision and Negotiation, Springer, vol. 29(5), pages 969-991, October.
- Al-Khatib, Jamal A. & Malshe, Avinash & AbdulKader, Mazen, 2008. "Perception of unethical negotiation tactics: A comparative study of US and Saudi managers," International Business Review, Elsevier, vol. 17(1), pages 78-102, February.
- Desmond, John & Crane, Andrew, 2004. "Morality and the consequences of marketing action," Journal of Business Research, Elsevier, vol. 57(11), pages 1222-1230, November.
- Jason R. Pierce & Leigh Thompson, 2022. "Feeling Competitiveness or Empathy Towards Negotiation Counterparts Mitigates Sex Differences in Lying," Journal of Business Ethics, Springer, vol. 178(1), pages 71-87, June.
- Moshe Banai & Abraham Stefanidis & Ana Shetach & Mehmet Özbek, 2014. "Attitudes Toward Ethically Questionable Negotiation Tactics: A Two-Country Study," Journal of Business Ethics, Springer, vol. 123(4), pages 669-685, September.
- Massoud Moslehpour & Mein-Woei Suen & Yu-Te Tu & Ranfeng Qiu, 2021. "The Moderating Role of Gender in the Relationship between Ethics and Negotiation Style," Advances in Decision Sciences, Asia University, Taiwan, vol. 25(3), pages 26-45, September.
- Peter Cramton & J. Gregory Dees, 1995. "Deception and Mutual Trust: A Reply to Strudler," Papers of Peter Cramton 95beq, University of Maryland, Department of Economics - Peter Cramton, revised 09 Jun 1998.
- Kerry Pedigo & Verena Marshall, 2009. "Bribery: Australian Managers’ Experiences and Responses When Operating in International Markets," Journal of Business Ethics, Springer, vol. 87(1), pages 59-74, June.
- Muhammad Alshurideh & B. H. Al Kurdi & Anu Vij, Zaid Obiedat & Abdallah Naser, 2016. "Marketing Ethics and Relationship Marketing - An Empirical Study that Measure the Effect of Ethics Practices Application on Maintaining Relationships with Customers," International Business Research, Canadian Center of Science and Education, vol. 9(9), pages 78-90, September.
- Claudio Weber Abramo, 2003. "What If? A Look at Integrity Pacts," Public Economics 0310008, University Library of Munich, Germany.
Most related items
These are the items that most often cite the same works as this one and are cited by the same works as this one.- Athreya, Kartik B., 2014. "Big Ideas in Macroeconomics: A Nontechnical View," MIT Press Books, The MIT Press, edition 1, volume 1, number 0262019736, December.
- Kjell Hausken, 1997. "Game-theoretic and Behavioral Negotiation Theory," Group Decision and Negotiation, Springer, vol. 6(6), pages 511-528, December.
- repec:eee:labchp:v:3:y:1999:i:pb:p:2373-2437 is not listed on IDEAS
- Uri Gneezy, 2005. "Deception: The Role of Consequences," American Economic Review, American Economic Association, vol. 95(1), pages 384-394, March.
- Kloyer, Martin & Scholderer, Joachim, 2012. "Effective incomplete contracts and milestones in market-distant R&D collaboration," Research Policy, Elsevier, vol. 41(2), pages 346-357.
- Yaofeng Fu & Ruokun Huang & Yiran Sheng, 2017. "Labor Contract Law -An Economic View," Papers 1702.03977, arXiv.org.
- Dongyuan Zhan & Amy R. Ward, 2019. "Staffing, Routing, and Payment to Trade off Speed and Quality in Large Service Systems," Operations Research, INFORMS, vol. 67(6), pages 1738-1751, November.
- Ece ZEYBEK YILMAZ & Göksel ATAMAN BERK, 2020. "Vekâlet Kuramına Göre Türkiye’deki Otellerin Pazara Giriş Stratejilerinin Değerlendirilmesi," Istanbul Management Journal, Istanbul University Business School, vol. 0(88), pages 145-168, June.
- Alexander Galetovic & Ángel Cabrera, "undated". "Tópicos en la Economía de la Investigación Tecnológica," Documentos de Trabajo 121, Instituto de Economia. Pontificia Universidad Católica de Chile..
- Cheng, Harrison, 2001. "Cournot outcome and optimal collusion: an example," Economics Letters, Elsevier, vol. 74(1), pages 1-8, December.
- Daniel McFadden & Carlos Noton & Pau Olivella, "undated".
"Remedies for Sick Insurance,"
Working Papers
620, Barcelona School of Economics.
- Daniel L. McFadden & Carlos E. Noton & Pau Olivella, 2012. "Remedies for Sick Insurance," NBER Working Papers 17938, National Bureau of Economic Research, Inc.
- Daniel McFadden & Carlos Noton & Pau Olivella, 2013. "Remedies for Sick Insurance," Documentos de Trabajo 302, Centro de Economía Aplicada, Universidad de Chile.
- Wilson, Alistair J. & Wu, Hong, 2017. "At-will relationships: How an option to walk away affects cooperation and efficiency," Games and Economic Behavior, Elsevier, vol. 102(C), pages 487-507.
- Chaim Fershtman & Ariel Pakes, 2000.
"A Dynamic Oligopoly with Collusion and Price Wars,"
RAND Journal of Economics, The RAND Corporation, vol. 31(2), pages 207-236, Summer.
- Fershtman, C. & Pakes, A., 1998. "A Dynamic Oligopoly with Collusion and Price Wars," Papers 26-98, Tel Aviv.
- Chaim Fershtman & Ariel Pakes, 1999. "A Dynamic Oligopoly with Collusion and Price Wars," NBER Working Papers 6936, National Bureau of Economic Research, Inc.
- Fershtman, C. & Pakes, A., 1999. "A Dynamic Oligopoly with Collusion and Price Wars," Discussion Paper 1999-48, Tilburg University, Center for Economic Research.
- Fershtman, C. & Pakes, A., 1999. "A Dynamic Oligopoly with Collusion and Price Wars," Other publications TiSEM 267a33b7-1821-400b-8cc1-9, Tilburg University, School of Economics and Management.
- Luis Garicano & Luis Rayo, 2016.
"Why Organizations Fail: Models and Cases,"
Journal of Economic Literature, American Economic Association, vol. 54(1), pages 137-192, March.
- Garicano, Luis & Rayo, Luis, 2015. "Why organizations fail: models and cases," CEPR Discussion Papers 10395, C.E.P.R. Discussion Papers.
- Conning, Jonathan & Udry, Christopher, 2007.
"Rural Financial Markets in Developing Countries,"
Handbook of Agricultural Economics, in: Robert Evenson & Prabhu Pingali (ed.), Handbook of Agricultural Economics, edition 1, volume 3, chapter 56, pages 2857-2908,
Elsevier.
- Jonathan Conning & Christopher Udry, 2005. "Rural Financial Markets in Developing Countries," Working Papers 914, Economic Growth Center, Yale University.
- Conning, Jonathan & Udry, Christopher R., 2005. "Rural Financial Markets in Developing Countries," Center Discussion Papers 28458, Yale University, Economic Growth Center.
- An, Suwei, 2023. "Essays on incentive contracts, M&As, and firm risk," Other publications TiSEM dd97d2f5-1c9d-47c5-ba62-f, Tilburg University, School of Economics and Management.
- Stefanec, Noah Patrick, 2010. "Incentive pay: Productivity, sorting, and adjacent rents," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 39(2), pages 171-179, April.
- van Damme, Eric, 1989.
"Renegotiation-proof equilibria in repeated prisoners' dilemma,"
Journal of Economic Theory, Elsevier, vol. 47(1), pages 206-217, February.
- van Damme, E.E.C., 1989. "Renegotiation-proof equilibria in repeated prisoners' dilemma," Other publications TiSEM df9180a1-537e-4331-9f2a-7, Tilburg University, School of Economics and Management.
- van Damme, E.E.C., 1990. "Renegotiation-proof equilibria in repeated prisoner's dilemma," Other publications TiSEM 9bd8c72f-cc2f-413c-b429-7, Tilburg University, School of Economics and Management.
- repec:ipf:psejou:v:42:y:2018:i:42:p:45-65 is not listed on IDEAS
- Osório-Costa, António M., 2009. "Efficiency Gains in Repeated Games at Random Moments in Time," MPRA Paper 13105, University Library of Munich, Germany.
- Esther de Ruijter & Tanja van der Lippe & Werner Raub, 2003. "Trust Problems in Household Outsourcing," Rationality and Society, , vol. 15(4), pages 473-507, November.
- Mark H. Hansen & Robert E. Hoskisson & Jay B. Barney, 2008. "Competitive advantage in alliance governance: resolving the opportunism minimization-gain maximization paradox," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 29(2-3), pages 191-208.
More about this item
Keywords
Credibility; Business Ethics; Negotiations; Institutions;All these keywords.
JEL classification:
- D82 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Asymmetric and Private Information; Mechanism Design
- M29 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Economics - - - Other
Statistics
Access and download statisticsCorrections
All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:pcc:pccumd:93beq. See general information about how to correct material in RePEc.
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Peter Cramton (email available below). General contact details of provider: https://www.cramton.umd.edu .
Please note that corrections may take a couple of weeks to filter through the various RePEc services.