Bounded Ethicality in Negotiations

被引：10

作者：

Bazerman, Max H. ^{[1
]}

机构：

[1] Harvard Univ, Sch Business, Soldiers Field, Boston, MA 02163 USA

来源：

NEGOTIATION AND CONFLICT MANAGEMENT RESEARCH | 2011年 / 4卷 / 01期

关键词：

bounded ethicality; ordinary prejudice; overclaiming;

D O I：

10.1111/j.1750-4716.2010.00069.x

中图分类号：

B849 [应用心理学];

学科分类号：

040203 ;

摘要：

Most negotiators think of themselves as good people, and most negotiators act in ethically questionable ways at times. How can these two descriptions be reconciled? This paper follows Bazerman and Tenbrunsel (2011) in arguing that good people often engage in unethical acts without their own awareness of doing so. This paper specifically explores how negotiators may be prejudiced, favor in-groups, and overclaim in negotiation, without knowing that they are doing anything wrong.

引用

页码：8 / 11

页数：4

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