Abstract

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.