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Unethical Practices in Negotiations. The Confrontation between Internal and External Factors

Claude Alavoine ()

No 2014-223, Working Papers from Department of Research, Ipag Business School

Abstract: Most of the negotiators have a tendency to complain about the unethical aspects of the tactics used by their counterparts while, as the same time, they are mostly unaware of the sources of influence of their own vision of negotiation and practices. The

Keywords: negotiation; ethics; bluff; deception; threats; attribution. (search for similar items in EconPapers)
Pages: 15 pages
Date: 2014-01-01
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