Three Schools Of Bargaining Ethicsg Richard Shellthe Three Schools Of The three schools of bargaining ethics I want to introduce for your consideration are (1) the “It’s a game” Poker School, (2) the “Do the right thing even if it hurts” Idealist School, and (3) the “What goes around, comes around” Pragmatist School. Let’s examine each one to understand their perspectives, and reflect on which aligns best with your own attitudes and beliefs about bargaining. I suggest aiming as high as possible within the bounds of your genuine ethical convictions. In real-world practice, there is a tendency to slide downward in ethical standards under pressure. The “It’s a Game” Poker School This school views negotiation as a strategic “game” governed by specific rules, primarily those defined by law. Conduct within the law is considered ethical, while conduct outside it is unethical. The modern proponent of this school was Albert Z. Carr, who wrote in the 1960s that bluffing and misleading tactics are integral to the bargaining “game,” akin to poker. Carr argued that tacticians who master deception and cunning are more successful and that deception is essential for effective negotiation, provided it remains lawful. Members of this school see bargaining as a turn-based game: one side makes an opening, followed by proposals, arguments, and counterarguments. Both sides may bluff to disguise weaker positions—misrepresenting their alternatives or arguments, but always within legal bounds. Successful negotiation involves judging when the other side’s claims are truthful or strategic falsehoods. If confronted with a credible ultimatum, the bluff fails, and the negotiations may collapse or result in a less favorable deal. The Poker School emphasizes adherence to the law, but not necessarily to honesty beyond legal compliance. Its key problems include the assumption that everyone views bargaining as a game, the variability of legal standards across regions, and the difficulty in reliably knowing which tactics are permissible.
Paper For Above instruction Negotiation ethics is a complex domain influenced by various schools of thought that delineate appropriate conduct during bargaining processes. Among these, the three most prominent are the Poker School, the Idealist School, and the Pragmatist School. Each presents a distinct philosophy about what constitutes ethical behavior, and understanding these perspectives can guide negotiators in aligning their actions with their moral compass and strategic interests.