Negotiation Ethics

Negotiation Ethics, in The Negotiator's Desk Reference, Chris Honeyman and Andrea Kupfer Schneider, eds., DRI Press 2017

12 Pages Posted: 16 Mar 2018

Date Written: 2017

Abstract

This book chapter shows how negotiation ethics can be viewed through three different lenses – morals, rules, and law – and how they produce different “ethical” results. First, the piece works through a series of social norms, showing how people with different personality profiles tend to opt for one norm over another. Next is an analysis of the ethics rules applicable to lawyers affect an attorney’s choices in a negotiation. Finally, the chapter concludes with a brief tour of the applicable and overarching law of bargaining. In the end, the author concludes that the best overall advice, even for lawyer-negotiators, is to listen closely to one’s own personal sense of ethics and follow it.

Keywords: Negotiation, Ethics, Alternative Dispute Resolution, Conflict Resolution

Suggested Citation

Hinshaw, Art, Negotiation Ethics (2017). Negotiation Ethics, in The Negotiator's Desk Reference, Chris Honeyman and Andrea Kupfer Schneider, eds., DRI Press 2017. Available at SSRN: https://ssrn.com/abstract=3139906

Art Hinshaw (Contact Author)

Arizona State University ( email )

111 E. Taylor St.
MC 9520
Phoenix, AZ 85004-4467
United States

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