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

  title={Shrewd Bargaining on the Moral Frontier: Toward a Theory of Morality in Pratice},
  author={Peter Cramton and J. Gregory Dees},
  journal={Research Papers in Economics},
From 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… 
An instrumental approach to deception in bargaining
Deception is often described as a form of unethical behavior, yet it is frequently used in bargaining. This raises the question why people use deception in bargaining. In this dissertation an
Loose with the Truth: Predicting Deception in Negotiation
Using a simulated, two-party negotiation, we examined how characteristics of the factor, target and situation affected deception. We focused on how negotiators talked about an indifference issue,
The Expectancy Account of Deception in Negotiations
The Expectancy Account of Deception in Negotiations Elizabeth Wiley Who lies in negotiations—and when and why? While research has considered many factors, an important and understudied determinant is
Another negotiator's dilemma: Negotiating against a counterpart with a bad reputation
Previous research has pointed to two factors, negotiator characteristics and negotiation situation, to explain when deception occurs in negotiation. In this theoretical development, I argue for the
Conflict Frames and the Use of Deception: Are Competitive Negotiators Less Ethical?
This article examines the relationship among conflict orientation, competitive bargaining, and unethical behavior. We report results from a negotiation study (N= 111 dyads) involving a 7-action
Alan Strudler has written a stimulating and provocative article about deception in negotiation. He presents his views, in part, in con? trast with our earlier work on the Mutual Trust Perspective. We
Ethicality in Negotiation: An Analysis of Attitudes, Intentions, and Outcomes
The study reported in this article examines the prediction and use of invalid information (e.g., exaggerated offers, false promises, misrepresented facts) in a two-party, property leasing negotiation
A Decision-Making Perspective to Negotiation : A Review of the Past and a Look to the Futurenejo
Over the past quarter century, the decision-analytic approach to negotiation has seen the development of a better dialogue between the descriptive and the prescriptive and has also attracted the


Fairness and the Assumptions of Economics
The advantages and disadvantages of expanding the standard economic model by more realistic behavioral assumptions have received much attention. The issue raised in this article is whether it is
Is business bluffing ethical
A respected businessman with whom I discussed the theme of this article remarked with some heat, "You mean to say you're going to encourage men to bluff? Why, bluffing is nothing more than a form of
Social Dilemmas, Economic Self-Interest, and Evolutionary Theory
Adam Smith’s “invisible hand” passage is one of the most quoted in social theory. It reads: As every individual, therefore, endeavors as much as he can both to employ his capital in the support of
A bargaining theory approach to default provisions and disclosure rules in contract law
Legal rules facilitate as well as constrain human freedom. H.L.A. Hart captures the difference between these two functions of law by distinguishing between primary and secondary rules.' Primary rules
When two ‘wrongs’ make a right: An essay on business ethics
Sometimes two wrongs do make a right. That is, others' violations of moral rules may make it permissible for one to also violate these rules, to avoid being unfairly disadvantaged. This claim,
Contract Law and Distributive Justice
Within broad limits, our legal system leaves individuals free to dispose of their property as they wish, either by giving it away or by transferring it in exchange for the property of others. The
The Limits of Multilateral Promising
The proposition that people will keep their promises when it benefits them personally to do so is an empirical assertion of only modest ethical interest. We expect that people will do what is in
Hobbesian moral and political theory
In recent years serious attempts have been made to systematize and develop the moral and political themes of great philosophers of the past. Kant, Locke, Marx, and the classical utilitarians all have
Bargaining with Incomplete Information: An Infinite-Horizon Model with Two-Sided Uncertainty
The resolution of any bargaining conflict depends crucially on the relative urgency of the agents to reach agreement and the information each agent has about the others' preferences. This paper
Economic Action and Social Structure: The Problem of Embeddedness
How behavior and institutions are affected by social relations is one of the classic questions of social theory. This paper concerns the extent to which economic action is embedded in structures of