Constructivist negotiation ethics

Journal of Business Ethics 39 (1-2):83 - 90 (2002)
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Abstract

The success of Discourse Ethics is premised on the discovery and use of shared values. If this is true what type of negotiation style, especially when used in an intercultural setting, is best suited to make use of shared values. Research focusing on moral arguments between Germans and Americans uncovered an array of shared values. But the existence of shared values, by itself, was not an adequate predictor of a negotiation's success. What did prove to be a predictor of success was the use of a Constructivist style of negotiation by both parties.

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Citations of this work

Empirical Business Ethics Research and Paradigm Analysis.V. Brand - 2009 - Journal of Business Ethics 86 (4):429-449.
Discourses on Information Ethics: The Claim to Universality. [REVIEW]Bernd Carsten Stahl - 2008 - Ethics and Information Technology 10 (2-3):97-108.

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