Negotiation Ethics for Real World Interactions

67 Pages Posted: 1 Sep 2010

See all articles by Charles B. Craver

Charles B. Craver

George Washington University - Law School

Date Written: August 30, 2010

Abstract

Attorneys negotiate constantly. Many persons who teach negotiation courses feel uncomfortable with the deception often associated with bargaining. Negotiators demand more or offer less than they are willing to accept, and over- and under-state the value of different items for strategic purposes. Such "puffing" and "embellishment" are part of most business and legal interactions, and are are accepted by most professionals. On the other hand, misrepresentations of material information is clearly improper. Collaborative and Cooperative lawyers who feel uncomfortable using deceptive tactics to further client interests have agreed to be entirely open and cooperative when they negotiate. At what point do they place their own interests ahead of the interests of their clients?

Keywords: Negotiating ethics, legal ethics, collaboratice and cooperative law

Suggested Citation

Craver, Charles B., Negotiation Ethics for Real World Interactions (August 30, 2010). Available at SSRN: https://ssrn.com/abstract=1668721 or http://dx.doi.org/10.2139/ssrn.1668721

Charles B. Craver (Contact Author)

George Washington University - Law School ( email )

2000 H Street, N.W.
Washington, DC 20052
United States

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