Poker, Idealist & Pragmatist

Question 1

These are the three schools of bargaining ethics discussed by G. Richard Shell in the article reproduced in Representative Negotiation

Answer 1

Poker, Idealist, and Pragmatist

Question 2

Conceptualized by Albert Carr, skilled players are likely to exhibit a robust and realistic distrust of other negotiators

Answer 2

Poker School (It’s a Game)

Question 3

Derived from Kant, this theory states that bargaining is an aspect of social life, not a special activity with its own set of rules.

The same ethics that apply in the home should carry directly into the realm of negotiation

Answer 3

Idealist School (Do the right thing even it hurts)

Question 4

This school of thought holds that lying is wrong not because it is unethical but because it is impractical.

Erosion of trust will lead to long-term losses that more than offset short-term gains.

Answer 4

Pragmatist School (What goes around, comes around)

Question 5

Which one of the following is NOT one of the schools of bargaining ethics discussed by G. Richard Shell in the article reproduced in Representative Negotiation
		→ Poker
		→ Idealist 
		→ Pragmatic
		→ Parochial

Answer 5

Parochial (NOT INCLUDED)