On The Ethics Of Deception In Negotiation

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Negotiation Genius

Author : Deepak Malhotra
Publisher : Bantam
ISBN 13 : 0553384112
Total Pages : 354 pages
Book Rating : 4.5/5 (533 download)

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Book Synopsis Negotiation Genius by : Deepak Malhotra

Download or read book Negotiation Genius written by Deepak Malhotra and published by Bantam. This book was released on 2008-08-26 with total page 354 pages. Available in PDF, EPUB and Kindle. Book excerpt: From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer. What sets negotiation geniuses apart? They are the men and women who know how to: •Identify negotiation opportunities where others see no room for discussion •Discover the truth even when the other side wants to conceal it •Negotiate successfully from a position of weakness •Defuse threats, ultimatums, lies, and other hardball tactics •Overcome resistance and “sell” proposals using proven influence tactics •Negotiate ethically and create trusting relationships—along with great deals •Recognize when the best move is to walk away •And much, much more This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.

What's Fair

Author : Carrie Menkel-Meadow
Publisher : John Wiley & Sons
ISBN 13 : 0787973637
Total Pages : 594 pages
Book Rating : 4.7/5 (879 download)

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Book Synopsis What's Fair by : Carrie Menkel-Meadow

Download or read book What's Fair written by Carrie Menkel-Meadow and published by John Wiley & Sons. This book was released on 2004-03-29 with total page 594 pages. Available in PDF, EPUB and Kindle. Book excerpt: What's Fair is a landmark collection that focuses exclusively on the crucial topic of ethics in negotiation. Edited by Carrie J. Menkel-Meadow and Michael Wheeler, What's Fair contains contributions from some of the best-known practitioners and scholars in the field including Roger Fisher, Howard Raiffa, and Deborah Kolb. The editors and distinguished contributors offer an examination of why ethics matter individually and socially, and explain the essential duties and values of negotiation beyond formal legal requirements. Throughout the book, these experts tackle difficult questions such as: What do we owe our counterparts (if anything) in the way of candor or disclosure? To what extent should we use financial or legal pressure to force settlement? Should we worry about whether an agreement is fair to all the parties, or the effects our negotiated agreements might have on others?

Blind Spots

Author : Max H. Bazerman
Publisher : Princeton University Press
ISBN 13 : 0691156220
Total Pages : 204 pages
Book Rating : 4.6/5 (911 download)

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Book Synopsis Blind Spots by : Max H. Bazerman

Download or read book Blind Spots written by Max H. Bazerman and published by Princeton University Press. This book was released on 2012-12-23 with total page 204 pages. Available in PDF, EPUB and Kindle. Book excerpt: When confronted with an ethical dilemma, most of us like to think we would stand up for our principles. But we are not as ethical as we think we are. In Blind Spots, leading business ethicists Max Bazerman and Ann Tenbrunsel examine the ways we overestimate our ability to do what is right and how we act unethically without meaning to. From the collapse of Enron and corruption in the tobacco industry, to sales of the defective Ford Pinto, the downfall of Bernard Madoff, and the Challenger space shuttle disaster, the authors investigate the nature of ethical failures in the business world and beyond, and illustrate how we can become more ethical, bridging the gap between who we are and who we want to be. Explaining why traditional approaches to ethics don't work, the book considers how blind spots like ethical fading--the removal of ethics from the decision--making process--have led to tragedies and scandals such as the Challenger space shuttle disaster, steroid use in Major League Baseball, the crash in the financial markets, and the energy crisis. The authors demonstrate how ethical standards shift, how we neglect to notice and act on the unethical behavior of others, and how compliance initiatives can actually promote unethical behavior. They argue that scandals will continue to emerge unless such approaches take into account the psychology of individuals faced with ethical dilemmas. Distinguishing our "should self" (the person who knows what is correct) from our "want self" (the person who ends up making decisions), the authors point out ethical sinkholes that create questionable actions. Suggesting innovative individual and group tactics for improving human judgment, Blind Spots shows us how to secure a place for ethics in our workplaces, institutions, and daily lives.

Cheating, Corruption, and Concealment

Author : Jan-Willem van Prooijen
Publisher : Cambridge University Press
ISBN 13 : 1107105390
Total Pages : 331 pages
Book Rating : 4.1/5 (71 download)

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Book Synopsis Cheating, Corruption, and Concealment by : Jan-Willem van Prooijen

Download or read book Cheating, Corruption, and Concealment written by Jan-Willem van Prooijen and published by Cambridge University Press. This book was released on 2016-06-30 with total page 331 pages. Available in PDF, EPUB and Kindle. Book excerpt: Looks at cheating, corruption, and concealment to focus on motivations, justifications, influences, and reductions of dishonesty.

Bargaining for Advantage

Author : G. Richard Shell
Publisher : Penguin
ISBN 13 : 1101221372
Total Pages : 306 pages
Book Rating : 4.1/5 (12 download)

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Book Synopsis Bargaining for Advantage by : G. Richard Shell

Download or read book Bargaining for Advantage written by G. Richard Shell and published by Penguin. This book was released on 2006-05-02 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life "A must read for everyone seeking to master negotiation. This newly updated classic just got even better."—Robert Cialdini, bestselling author of Influence and Pre-Suasion As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience. This updated edition includes: This updated edition includes: · An easy-to-take "Negotiation I.Q." test that reveals your unique strengths as a negotiator · A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse · Insights on how to succeed when you negotiate online · Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track

Bargaining for Advantage

Author : G. Richard Shell
Publisher :
ISBN 13 : 9780140289312
Total Pages : 286 pages
Book Rating : 4.2/5 (893 download)

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Book Synopsis Bargaining for Advantage by : G. Richard Shell

Download or read book Bargaining for Advantage written by G. Richard Shell and published by . This book was released on 2001 with total page 286 pages. Available in PDF, EPUB and Kindle. Book excerpt: Combining insights in negotiation research with the tactics used by some of the world's leading business strategists, Bargaining for Advantage is a practial guide to becoming a more effective negotiator. Richard Shell explores the hidden psychology and patterns that govern every bargaining situation. Driven by stories about everything from hostage taking and high stakes business deals to everyday encounters, this work offers a step-by-step approach that draws on your own communication style to make you a skilful negotiator.

Lying and Deception

Author : Thomas L. Carson
Publisher : Oxford University Press
ISBN 13 : 0199577412
Total Pages : 301 pages
Book Rating : 4.1/5 (995 download)

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Book Synopsis Lying and Deception by : Thomas L. Carson

Download or read book Lying and Deception written by Thomas L. Carson and published by Oxford University Press. This book was released on 2010-04-29 with total page 301 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is the most comprehensive and up-to-date investigation of moral and conceptual questions about lying and deception. Carson argues that there is a moral presumption against lying and deception that causes harm, he examines case-studies from business, politics, and history, and he offers a qualified defence of the view that honesty is a virtue.

The SAGE Encyclopedia of Communication Research Methods

Author : Mike Allen
Publisher : SAGE Publications
ISBN 13 : 1483381420
Total Pages : 2013 pages
Book Rating : 4.4/5 (833 download)

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Book Synopsis The SAGE Encyclopedia of Communication Research Methods by : Mike Allen

Download or read book The SAGE Encyclopedia of Communication Research Methods written by Mike Allen and published by SAGE Publications. This book was released on 2017-04-11 with total page 2013 pages. Available in PDF, EPUB and Kindle. Book excerpt: Communication research is evolving and changing in a world of online journals, open-access, and new ways of obtaining data and conducting experiments via the Internet. Although there are generic encyclopedias describing basic social science research methodologies in general, until now there has been no comprehensive A-to-Z reference work exploring methods specific to communication and media studies. Our entries, authored by key figures in the field, focus on special considerations when applied specifically to communication research, accompanied by engaging examples from the literature of communication, journalism, and media studies. Entries cover every step of the research process, from the creative development of research topics and questions to literature reviews, selection of best methods (whether quantitative, qualitative, or mixed) for analyzing research results and publishing research findings, whether in traditional media or via new media outlets. In addition to expected entries covering the basics of theories and methods traditionally used in communication research, other entries discuss important trends influencing the future of that research, including contemporary practical issues students will face in communication professions, the influences of globalization on research, use of new recording technologies in fieldwork, and the challenges and opportunities related to studying online multi-media environments. Email, texting, cellphone video, and blogging are shown not only as topics of research but also as means of collecting and analyzing data. Still other entries delve into considerations of accountability, copyright, confidentiality, data ownership and security, privacy, and other aspects of conducting an ethical research program. Features: 652 signed entries are contained in an authoritative work spanning four volumes available in choice of electronic or print formats. Although organized A-to-Z, front matter includes a Reader’s Guide grouping entries thematically to help students interested in a specific aspect of communication research to more easily locate directly related entries. Back matter includes a Chronology of the development of the field of communication research; a Resource Guide to classic books, journals, and associations; a Glossary introducing the terminology of the field; and a detailed Index. Entries conclude with References/Further Readings and Cross-References to related entries to guide students further in their research journeys. The Index, Reader’s Guide themes, and Cross-References combine to provide robust search-and-browse in the e-version.

Research Handbook on Gender and Negotiation

Author : Mara Olekalns
Publisher : Edward Elgar Publishing
ISBN 13 : 1788976762
Total Pages : 392 pages
Book Rating : 4.7/5 (889 download)

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Book Synopsis Research Handbook on Gender and Negotiation by : Mara Olekalns

Download or read book Research Handbook on Gender and Negotiation written by Mara Olekalns and published by Edward Elgar Publishing. This book was released on 2020-07-31 with total page 392 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this groundbreaking Research Handbook, leading international researchers analyse how negotiators’ gender shapes their behaviour and outcomes at the bargaining table, in both work and non-work contexts. World-class experts from the field of negotiation present cutting-edge research on gender and negotiation, highlighting controversies, and generating new questions for consideration. In so doing, this Research Handbook offers helpful insights to negotiators and forges a path for future research.

The Theory of Morality

Author : Alan Donagan
Publisher : University of Chicago Press
ISBN 13 : 022622841X
Total Pages : 295 pages
Book Rating : 4.2/5 (262 download)

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Book Synopsis The Theory of Morality by : Alan Donagan

Download or read book The Theory of Morality written by Alan Donagan and published by University of Chicago Press. This book was released on 2014-12-10 with total page 295 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Let us . . . nominate this the most important theoretical work on ethical or moral theory since John Rawls's Theory of Justice. If you have philosophical inclinations and want a good workout, this conscientious scrutiny of moral assumptions and expressions will be most rewarding. Donagan explores ways of acting in the Hebrew-Christian context, examines them in the light of natural law and rational theories, and proposes that formal patterns for conduct can emerge. All this is tightly reasoned, the argument is packed, but the language is clear."—Christian Century "The man value of this book seems to me to be that it shows the force of the Hebrew-Christian moral tradition in the hands of a creative philosopher. Throughout the book, one cannot but feel that a serious philosopher is trying to come to terms with his religious-moral background and to defend it against the prevailing secular utilitarian position which seems to dominate academic philosophy."—Bernard Gert, Journal of Medicine and Philosophy

Handbook of Conflict Management Research

Author : Oluremi B. Ayoko
Publisher : Edward Elgar Publishing
ISBN 13 : 1781006946
Total Pages : 563 pages
Book Rating : 4.7/5 (81 download)

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Book Synopsis Handbook of Conflict Management Research by : Oluremi B. Ayoko

Download or read book Handbook of Conflict Management Research written by Oluremi B. Ayoko and published by Edward Elgar Publishing. This book was released on 2014-07-31 with total page 563 pages. Available in PDF, EPUB and Kindle. Book excerpt: This unique book draws together current thoughts and research in conflict management. Specifically, it brings a wealth of knowledge from authorities in the field on emerging issues such as power in conflict, cognition and emotions in conflict, leading

The Art of Negotiation

Author : Michael Wheeler
Publisher : Simon and Schuster
ISBN 13 : 1451690444
Total Pages : 320 pages
Book Rating : 4.4/5 (516 download)

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Book Synopsis The Art of Negotiation by : Michael Wheeler

Download or read book The Art of Negotiation written by Michael Wheeler and published by Simon and Schuster. This book was released on 2013-10-08 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: A member of the world renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the “win-win” method exemplified in Getting to Yes by Roger Fisher, William Ury, and Bruce Patton; and the hard-bargaining style of Herb Cohen’s You Can Negotiate Anything. Now award-winning Harvard Business School professor Michael Wheeler provides a dynamic alternative to one-size-fits-all strategies that don’t match real world realities. The Art of Negotiation shows how master negotiators thrive in the face of chaos and uncertainty. They don’t trap themselves with rigid plans. Instead they understand negotiation as a process of exploration that demands ongoing learning, adapting, and influencing. Their agility enables them to reach agreement when others would be stalemated. Michael Wheeler illuminates the improvisational nature of negotiation, drawing on his own research and his work with Program on Negotiation colleagues. He explains how the best practices of diplomats such as George J. Mitchell, dealmaker Bruce Wasserstein, and Hollywood producer Jerry Weintraub apply to everyday transactions like selling a house, buying a car, or landing a new contract. Wheeler also draws lessons on agility and creativity from fields like jazz, sports, theater, and even military science.

The Handbook of Negotiation and Culture

Author : Michele J. Gelfand
Publisher : Stanford University Press
ISBN 13 : 0804745862
Total Pages : 478 pages
Book Rating : 4.8/5 (47 download)

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Book Synopsis The Handbook of Negotiation and Culture by : Michele J. Gelfand

Download or read book The Handbook of Negotiation and Culture written by Michele J. Gelfand and published by Stanford University Press. This book was released on 2004 with total page 478 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiationresearch-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmasand provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processescognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.

Responsible Negotiation

Author : ALAIN. PEKAR LEMPEREUR (MICHELE. NICOLAIDIS, KALYPSO.)
Publisher :
ISBN 13 : 9781119837947
Total Pages : 240 pages
Book Rating : 4.8/5 (379 download)

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Book Synopsis Responsible Negotiation by : ALAIN. PEKAR LEMPEREUR (MICHELE. NICOLAIDIS, KALYPSO.)

Download or read book Responsible Negotiation written by ALAIN. PEKAR LEMPEREUR (MICHELE. NICOLAIDIS, KALYPSO.) and published by . This book was released on 2022-03-24 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Codes of Conduct

Author : David M. Messick
Publisher : Russell Sage Foundation
ISBN 13 : 1610443918
Total Pages : 420 pages
Book Rating : 4.6/5 (14 download)

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Book Synopsis Codes of Conduct by : David M. Messick

Download or read book Codes of Conduct written by David M. Messick and published by Russell Sage Foundation. This book was released on 1996-10-24 with total page 420 pages. Available in PDF, EPUB and Kindle. Book excerpt: Despite ongoing efforts to maintain ethical standards, highly publicized episodes of corporate misconduct occur with disturbing frequency. Firms produce defective products, release toxic substances into the environment, or permit dangerous conditions to existin their workplaces. The propensity for irresponsible acts is not confined to rogue companies, but crops up in even the most respectable firms. Codes of Conduct is the first comprehensive attempt to understand these problems by applying the principles of modern behavioral science to the study of organizational behavior. Codes of Conduct probes the psychological and social processes through which companies and their managers respond to a wide array of ethical dilemmas, from risk and safety management to the treatment of employees. The contributors employ a wide range of case studies to illustrate the effects of social influence and group persuasion, organizational authority and communication, fragmented responsibility, and the process of rationalization. John Darley investigates how unethical acts are unintentionally assembled within organizations as a result of cascading pressures and social processes. Essays by Roderick Kramer and David Messick and by George Loewenstein focus on irrational decision making among managers. Willem Wagenaar examines how worker safety is endangered by management decisions that focus too narrowly on cost cutting and short time horizons. Essays by Baruch Fischhoff and by Robyn Dawes review the role of the expert in assessing environmental risk. Robert Bies reviews evidence that employees are more willing to provide personal information and to accept affirmative action programs if they are consulted on the intended procedures and goals. Stephanie Goodwin and Susan Fiske discuss how employees can be educated to base office judgments on personal qualities rather than on generalizations of gender, race, and ethnicity. Codes of Conduct makes an important scientific contribution to the understanding of decisionmaking and social processes in business, and offers clear insights into the design of effective policies to improve ethical conduct.

Consent to Sexual Relations

Author : Alan Wertheimer
Publisher : Cambridge University Press
ISBN 13 : 9780521536110
Total Pages : 314 pages
Book Rating : 4.5/5 (361 download)

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Book Synopsis Consent to Sexual Relations by : Alan Wertheimer

Download or read book Consent to Sexual Relations written by Alan Wertheimer and published by Cambridge University Press. This book was released on 2003-09-18 with total page 314 pages. Available in PDF, EPUB and Kindle. Book excerpt: An important discussion of philosophical issues surrounding consent to sexual relations.

Model Rules of Professional Conduct

Author : American Bar Association. House of Delegates
Publisher : American Bar Association
ISBN 13 : 9781590318737
Total Pages : 216 pages
Book Rating : 4.3/5 (187 download)

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Book Synopsis Model Rules of Professional Conduct by : American Bar Association. House of Delegates

Download or read book Model Rules of Professional Conduct written by American Bar Association. House of Delegates and published by American Bar Association. This book was released on 2007 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Model Rules of Professional Conduct provides an up-to-date resource for information on legal ethics. Federal, state and local courts in all jurisdictions look to the Rules for guidance in solving lawyer malpractice cases, disciplinary actions, disqualification issues, sanctions questions and much more. In this volume, black-letter Rules of Professional Conduct are followed by numbered Comments that explain each Rule's purpose and provide suggestions for its practical application. The Rules will help you identify proper conduct in a variety of given situations, review those instances where discretionary action is possible, and define the nature of the relationship between you and your clients, colleagues and the courts.