| Description |
xlix, 542 pages : illustrations ; 25 cm |
| Contents |
Introduction: what's fair in negotiation? What is ethics in negotiation? / Carrie Menkel-Meadow ; Swimming with saints/praying with sharks / Michael Wheeler -- pt. I. Overview. Three ethical issues in negotiation / David A. Lax, James K. Sebenius ; Ethical and moral issues / Howard Raiffa ; Negotiation analysis / Howard Raiffa ; A code of negotiation practices for lawyers / Roger Fisher ; The limits of integrative bargaining / Gerald B. Wetlaufer ; Bargaining with the devil without losing your soul: ethics in negotiation / G. Richard Shell -- pt. II. Truth telling in negotiations. Truthfulness, deceit, and trust / Sissela Bok ; Machiavelli and the bar: ethical limitations on lying in negotiation / James J. White ; Promoting honesty in negotiation: an exercise in practical ethics: an exercise in pratcical ethics / Peter C. Cramton, J. Gregory Dees ; On the ethics of deception in negotiation / Alan Strudler ; Deception and mutual trust: a reply to Strudler / J. Gregory Dees, Peter Cramton ; The lawyer's obligation to be trustworthy when dealing with opposing parties / Geoffrey C. Hazard, Jr. ; Curtailing deception: the impact of direct questions on lies and omissions / Maurice E. Schweitzer, Rachel Croson -- pt. III. Bargaining tactics. Negotiating tactics for legal services lawyers / Michael Meltsner, Philip Schrag ; Smart negotiating: how to make good deals in the real world / James C. Freund ; Ethical and unethical bargaining tactics: an empirical study / Roy J. Lewicki, Robert J. Robinson ; Is business bluffing ethical? / Albert Z. Carr -- pt. IV. Negotiating relationships. The ethics of respect in negotiation / Jonathan R. Cohen ; Everyday negotiations: navigating the hidden agendas in bargaining / Deborah M. Kolb, Judith Williams ; Bargaining and the ethics of process / Eleanor Holmes Norton -- pt. V. Negotiating and agents. Professional detachment: the executioner of Paris / Arthur Isak Applbaum ; The professionalism and accountability of lawyers / Murray L. Schwartz ; A Causerie on lawyer's ethics in negotiation / Alvin B. Rubin -- pt. VI. Social influences and impacts. Lies for the public good / Sissela Bok ; Does studying economics inhibit cooperation? / Robert H. Frank, Thomas Gilovich, Dennis T. Regan ; Half-truths: protecting mistaken inferences by investors and others / Donald C. Langevoort ; Mindfulness in the law and alternative dispute resolution / Scott R. Peppet ; Protecting the confidentiality of settlement negotiations / Wayne D. Brazil ; Settlements and the erosion of the public realm / David Luban ; Public access to private settlements / Carrie Menkel-Meadow ; Expanding the ethical obligations of the mediator: mediator accountability to parties not at the table / Lawrence S. Susskind |
| Notes |
"A publication of the Program on Negotiation at Harvard Law School." |
| Bibliography |
Includes bibliographical references (pages 519-525) and indexes |
| Subject |
Negotiation in business.
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Negotiation in business -- Moral and ethical aspects.
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Business ethics.
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Negotiation -- United States.
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Negotiation -- Moral and ethical aspects.
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| Author |
Menkel-Meadow, Carrie, editor
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Wheeler, Michael, 1943- editor
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Program on Negotiation at Harvard Law School.
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| LC no. |
2003024914 |
| ISBN |
0787969168 (alkaline paper) |
|
9780787969165 (alkaline paper) |
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9781118009253 |
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1118009258 |
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