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Deception and Mutual Trust: A Reply to Strudler1

Published online by Cambridge University Press:  23 January 2015

J. Gregory Dees and
Peter C. Cramton
J. Gregory Dees
Affiliation:
Harvard UniversityUniversity of Maryland
Peter C. Cramton
Affiliation:
Harvard UniversityUniversity of Maryland
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Abstract:

Alan Strudler has written a stimulating and provocative article about deception in negotiation. He presents his views, in part, in contrast with our earlier work on the Mutual Trust Perspective. We believe that Strudler is wrong in his account of the ethics of deception in negotiation and in his quick dismissal of the Mutual Trust Perspective. Though his mistakes may be informative, his views are potentially harmful to business practice. In this paper, we present arguments against Strudler’s position and attempt to salvage the Mutual-Trust Perspective from his attack. Strudler’s work reaffirms the need for a more pragmatic approach to business ethics. We close the paper with a renewed call for more constructive and practical approaches to business ethics research.

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Replies
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Business Ethics Quarterly , Volume 5 , Issue 4 , October 1995, pp. 823 - 832
Copyright
Copyright © Society for Business Ethics 1995

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