Abstract

http://ssrn.com/abstract=1748710
 


 



Teaching Negotiation Ethics


Art Hinshaw


Arizona State University

January 26, 2011


Abstract:     
The teaching of negotiation ethics is not necessarily a happy endeavor. The black letter law of negotiation ethics leaves many instructors feeling unsettled because students find the take home lesson to be that deceit, misdirection, dissembling, and lying are “ethical.” If we simply focus on the black letter law without putting negotiations in a broader context of interpersonal interactions and procedural justice, we set our students up for hard lessons once they are in practice. This article presents several methods of helping professors teach negotiation ethics with greater depth and sensitivity, focusing on approaches that are more likely to resonate with students and instructors – even those instructors who have difficulty understanding what it is about routine bargaining that some find so troubling.

Number of Pages in PDF File: 22

Keywords: ethics, negotiation, alternative dispute resolution, conflict resolution, ADR

working papers series


Download This Paper

Date posted: February 2, 2011  

Suggested Citation

Hinshaw, Art, Teaching Negotiation Ethics (January 26, 2011). Available at SSRN: http://ssrn.com/abstract=1748710 or http://dx.doi.org/10.2139/ssrn.1748710

Contact Information

Art Hinshaw (Contact Author)
Arizona State University ( email )
Box 877906
Tempe, AZ 85287-7906
United States
Feedback to SSRN


Paper statistics
Abstract Views: 641
Downloads: 181
Download Rank: 92,745
Paper comments
No comments have been made on this paper

© 2014 Social Science Electronic Publishing, Inc. All Rights Reserved.  FAQ   Terms of Use   Privacy Policy   Copyright   Contact Us
This page was processed by apollo3 in 0.531 seconds