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• W2021452172 abstract "Abstract It can be a challenge to try to improve the ethical conduct of students enrolled in a negotiation course. Many students believe that the best outcome is to maximize value for themselves without regard for the interests of the other party. Unethical negotiation behaviors often result from a short‐term perspective of the interaction and myopic focus on maximizing self‐gain. This article suggests how instructors can improve ethical behaviors among student negotiators by enhancing their long‐term perspective, appealing to students’ ethical egoism and reinforcing the idea of the reputation effect." @default.
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• W2021452172 creator A5009013879 @default.
• W2021452172 date "2008-10-03" @default.
• W2021452172 modified "2023-10-12" @default.
• W2021452172 title "Helping You Is Helping Me: Improving Students’ Ethical Behaviors in a Negotiation by Appealing to Ethical Egoism and the Reputation Effect" @default.
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• W2021452172 doi "https://doi.org/10.1111/j.1750-4716.2008.00023.x" @default.
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