Shrewd Bargaining on the Moral Frontier: Toward a Theory of Morality in Practice
Peter Cramton and J. Gregory Dees ,
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Business Ethics Quarterly

From a traditional moral point of view, business practitioners often seem overly concerned about the behavior of their peers in deciding how they ought to act. We propose to account for this concern by introducing a mutual trust perspective, where moral obligations are grounded in a sense of trust that others will abide by the same rules. When grounds for trust are absent, the obligation is weakened. We illustrate this perspective by examining the widespread ambivalence with regard to deception about one’s settlement preferences in negotiation.

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