Abstract
AbstractIt 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.
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