ORGS 4560 Lecture 16: ORGS 4560 Lecture 16
28 Apr 2018
School
Department
Course
Professor
ORGS 4560
Lecture 16
PRAGMATIST SCHOOL
- In common with the Poker School this approach views deception as a
necessary part of the negotiation process, unlike the Poker School,
prefers not to use misleading statements and overt lies if there is a
serviceable, practical alternative
- Pragmatist school displays concern for the potential negative effects
of deceptive conduct on present and future relationships
- Lying and other questionable tactics are bad not so much because
they are “wrong” as because they cost the user more in the long run
than they gain in the short run
- Prudential than idealistic reasons, lies and misleading conduct can
cause serious injury to one’s credibility, credibility is an important
asset for effective negotiators both to preserve working relationships
and to protect one’s reputation in a market or community
- What goes around comes around, Poker School is less mindful of
reputation and more focused on winning each bargaining encounter
within the rules of the “game”
- Pragmatists will lie a bit more often than will an idealist, pragmatists
sometimes draw fine distinctions between lies about hard-core facts
of a transaction, which are always imprudent and misleading
statements about such things as rationales used to justify a position
find more resources at oneclass.com
find more resources at oneclass.com
Document Summary
In common with the poker school this approach views deception as a necessary part of the negotiation process, unlike the poker school, prefers not to use misleading statements and overt lies if there is a serviceable, practical alternative. Pragmatist school displays concern for the potential negative effects of deceptive conduct on present and future relationships. Lying and other questionable tactics are bad not so much because they are wrong as because they cost the user more in the long run than they gain in the short run. Prudential than idealistic reasons, lies and misleading conduct can cause serious injury to one"s credibility, credibility is an important asset for effective negotiators both to preserve working relationships and to protect one"s reputation in a market or community. What goes around comes around, poker school is less mindful of reputation and more focused on winning each bargaining encounter within the rules of the game .
