Publicação
Ethics in negotiation
| datacite.subject.fos | Ciências Sociais::Economia e Gestão | |
| dc.contributor.advisor | Vieira da Cunha, João | |
| dc.contributor.author | Ferraz, Ana Catarina | |
| dc.date.accessioned | 2026-07-27T16:38:40Z | |
| dc.date.available | 2026-07-27T16:38:40Z | |
| dc.date.issued | 2007-06 | |
| dc.date.submitted | 2007-06 | |
| dc.description | A Work Project, presented as part as the requirements for the Award of a Masters Degree in Management from the Nova School in Business and Economics | |
| dc.description.abstract | This report explores the theme "Ethics in Negotiations", chosen in context of the Negotiation course. This is a very important and contemporary topic, as it has to do with moral ideas in persuasion circumstances. The main ideas are that negotiation is a tactical game, where both parties have to strategically cooperate, in order to achieve their objectives and benefits. To achieve this, negotiators have to behave according to business ethics, which means they can bluff, misrepresent and manage information, but never fall with their word, or intentionally damage other parties' goals. The price to pay for unethical behaviour is losing customer's trust and ruining your business credibility. These results come as the result of ten interviews with Portuguese negotiators. | eng |
| dc.identifier.uri | http://hdl.handle.net/10362/204882 | |
| dc.language.iso | eng | |
| dc.rights.uri | http://creativecommons.org/licenses/by/4.0/ | |
| dc.subject | Ethics | |
| dc.subject | Negotiation | |
| dc.subject | Bluff | |
| dc.title | Ethics in negotiation | eng |
| dc.type | master thesis | |
| dspace.entity.type | Publication | |
| thesis.degree.name | Mestrado em Gestão |