Bounded Ethicality in Negotiations
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.
Keywords: overclaiming, ordinary prejudice, bounded ethicality
How to Cite:
Bazerman, M., (2011) “Bounded Ethicality in Negotiations”, Negotiation and Conflict Management Research 4(1), 8-11. doi: https://doi.org/10.34891/grvx-9b87