haku: @author Shell, G. R. / yhteensä: 2
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| Tekijä: | Shell, G. R. |
| Otsikko: | When is it legal to lie in negotiations? |
| Lehti: | Sloan Management Review
1991 : SPRING, VOL. 32:3, p. 93-101 |
| Asiasana: | NEGOTIATION (SALES) BUSINESS ETHICS LAW BARGAINING FRAUD INDIVIDUAL BEHAVIOUR |
| Kieli: | eng |
| Tiivistelmä: | Commercial negotiations - negotiations to sell a business for example - seem to require a talent for deception: to lie about one's debts or other issues. Curiously, academic students of negotiation have essentially ignored the law. Ethical discussions of deception either overlook it completely or assume that it proscribes only the most clear-cut types of fraud. An attempt is made to fill the existing gap in the bargaining literature. The basic elements of legal fraud are outlined. The evolving concepts are illustrated with numerous cases in which negotiators have been penalized for what some consider unethical behaviour. In negotiation, people who rely on their conscience that is on a cultivated sense of right and wrong, have the best guide. |
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