Beyond Frogs and Scorpions: A Risk-Based Framework for Understanding Negotiating Counterparts' Ethical Motivations
Author:
Affiliation:
1. Instituto de Administração e Gerência (IAG); Pontifícia Universidade Católica; Rio de Janeiro; Brazil
2. School of Marketing and International Business of the Victoria University of Wellington; Wellington; New Zealand
Publisher
Wiley
Subject
Management of Technology and Innovation,Strategy and Management,General Social Sciences
Link
http://onlinelibrary.wiley.com/wol1/doi/10.1111/j.1571-9979.2012.00348.x/fullpdf
Reference130 articles.
1. Ackman , W. 2008 Charlie Rose show http://www.charlierose.com/view/interview/9498
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3. The effects of ethical climate and the availability of alternatives on the use of deception during negotiation;Aquino;International Journal of Conflict Management,1998
4. Lying in negotiations: How individual and situational factors influence the use of neutralization strategies;Aquino;Journal of Organizational Behavior,2005
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