Harmony, Hobbes and Rational Negotiation: A Reply to Dees and Cramton’s “Promoting Honesty in Negotiation”
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 throu...
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| Format: | Electronic Article |
| Language: | English |
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| Published: |
Cambridge Univ. Press
1994
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| In: |
Business ethics quarterly
Year: 1994, Volume: 4, Issue: 3, Pages: 373-381 |
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| 520 | |a 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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