Shrewd Bargaining on the Moral Frontier: Toward a Theory of Morality in Practice

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dc.contributor.authorDees, J. Gregory
dc.contributor.authorCramton, Peter
dc.date.accessioned2007-08-31T13:14:58Z
dc.date.available2007-08-31T13:14:58Z
dc.date.issued1991
dc.description.abstractFrom a traditional moral point of view, business practitioners often seem overly concerned about the behavior of their peers in deciding how they ought to act. We propose to account for this concern by introducing a mutual trust perspective, where moral obligations are grounded in a sense of trust that others will abide by the same rules. When grounds for trust are absent, the obligation is weakened. We illustrate this perspective by examining the widespread ambivalence with regard to deception about one’s settlement preferences in negotiation. On an abstract level, such deception generally seems undesirable, though in many individual cases it is condoned, even admired as shrewd bargaining. Because of the difficulty in verifying someone’s settlement preferences, it is hard to establish a basis for trusting the revelations of the other party, especially in competitive negotiations with relative strangers.en
dc.format.extent69559 bytes
dc.format.mimetypeapplication/pdf
dc.identifier.citation"Shrewd Bargaining on the Moral Frontier: Toward a Theory of Morality in Practice," (with J. Gregory Dees) Business Ethics Quarterly, 1, 135-167, 1991.en
dc.identifier.urihttp://hdl.handle.net/1903/7113
dc.language.isoen_USen
dc.publisherPhilosophy Documentation Centeren
dc.relation.isAvailableAtDigital Repository at the University of Marylanden_us
dc.relation.isAvailableAtEconomicsen_us
dc.relation.isAvailableAtCollege of Behavioral and Social Sciencesen_us
dc.relation.isAvailableAtUniversity of Maryland (College Park, MD)en_us
dc.subjectsettlement preferencesen
dc.subjectcompetitive negotiationsen
dc.titleShrewd Bargaining on the Moral Frontier: Toward a Theory of Morality in Practiceen
dc.typeArticleen

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