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On the Ethics of Deception in Negotiation

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  • Strudler, Alan

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  • Strudler, Alan, 1995. "On the Ethics of Deception in Negotiation," Business Ethics Quarterly, Cambridge University Press, vol. 5(4), pages 805-822, October.
    • Handle: RePEc:cup:buetqu:v:5:y:1995:i:04:p:805-822_01
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    Citations

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    Cited by:

    1. Boles, Terry L. & Croson, Rachel T. A. & Murnighan, J. Keith, 2000. "Deception and Retribution in Repeated Ultimatum Bargaining," Organizational Behavior and Human Decision Processes, Elsevier, vol. 83(2), pages 235-259, November.
    2. Kasim Khorasanee, 2024. "Spoof, Bluff, Go For It: A Defence of Spoofing," Journal of Business Ethics, Springer, vol. 189(1), pages 201-215, January.
    3. Filipe Sobral & Gazi Islam, 2013. "Ethically Questionable Negotiating: The Interactive Effects of Trust, Competitiveness, and Situation Favorability on Ethical Decision Making," Journal of Business Ethics, Springer, vol. 117(2), pages 281-296, October.
    4. Sherwood, Charles, 2022. "A lie is a lie: the ethics of lying in business negotiations," LSE Research Online Documents on Economics 113331, London School of Economics and Political Science, LSE Library.
    5. Tobey Scharding, 2019. "Individual Actions and Corporate Moral Responsibility: A (Reconstituted) Kantian Approach," Journal of Business Ethics, Springer, vol. 154(4), pages 929-942, February.
    6. William Keep, 2009. "Furthering Organizational Priorities with Less Than Truthful Behavior: A Call for Additional Tools," Journal of Business Ethics, Springer, vol. 86(1), pages 81-90, April.
    7. Matthew Caulfield, 2021. "Pay Secrecy, Discrimination, and Autonomy," Journal of Business Ethics, Springer, vol. 171(2), pages 399-420, June.
    8. Volkema, Roger J., 1999. "Ethicality in Negotiations: An Analysis of Perceptual Similarities and Differences Between Brazil and the United States," Journal of Business Research, Elsevier, vol. 45(1), pages 59-67, May.
    9. Marko Pitesa & Stefan Thau, 2013. "Compliant sinners, obstinate saints: How power and self-focus determine the effectiveness of social influences in ethical decision making," Post-Print hal-00814614, HAL.
    10. Marko Pitesa & Stefan Thau, 2013. "Compliant sinners, obstinate saints: How power and self-focus determine the effectiveness of social influences in ethical decision making," Grenoble Ecole de Management (Post-Print) hal-00814614, HAL.
    11. 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.
    12. Isabel P. Riquelme & Sergio Román, 2023. "Personal antecedents of perceived deceptive pricing in online retailing: the moderating role of price inequality," Electronic Commerce Research, Springer, vol. 23(2), pages 739-783, June.
    13. Koning, Lukas & Steinel, Wolfgang & Beest, Ilja van & Dijk, Eric van, 2011. "Power and deception in ultimatum bargaining," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(1), pages 35-42, May.

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