Ethics, deception and labor negotiation

Journal of Business Ethics 28 (2):145 - 158 (2000)
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Abstract

There has been widespread emphasis on the importance of trust amongst parties to the employment relationship, associated with a call for increased "integrative bargaining". Trust is bound up with ethical action, but there has been some debate about the ethics of deception in bargaining. Because it is possible for cooperative bargainers to be exploited, some writers contend that deceptive behavior is ethical and established practice. There are several problems about that view. It is questionable how clear and uniform such a practice has been. An appearance of deceptive bluffing can often be explained as exchange of genuine concessions. Recent trends have seen increased devolution of bargaining from professionals to non-professionals, which dilutes any shared understandings there have been in the past, while practices that do exist may not be freely or voluntarily accepted and the existence of such practices is not enough to compensate for inequalities of power and skill. It is questionable to what extent bluffing and deception are necessary for self-defense. There other techniques available by which parties can guard themselves against exploitation.

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References found in this work

Is business bluffing ethical?Albert Z. Carr - forthcoming - Essentials of Business Ethics.
The terms of political discourse.William E. Connolly - 1974 - Princeton, NJ: Princeton University Press.
Shrewd Bargaining on the Moral Frontier.Peter Cramton & J. Gregory Dees - 1991 - Business Ethics Quarterly 1 (2):135-167.
Second Thoughts About Bluffing.Thomas Carson - 1993 - Business Ethics Quarterly 3 (4):317-341.

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