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Cohen Moral Character NegotiatorFieldbook final draft 2016.docx (63.04 kB)

Moral Character and Trustworthiness in Negotiations

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posted on 2017-12-01, 00:00 authored by Taya CohenTaya Cohen
The author considers character as a key element in building trust. Yet she finds moral character to be a phenomenon somewhat independent of the “calculus-based” and “identification-based” concepts of trust discussed elsewhere in this volume by Roy Lewicki. Cohen argues that individuals can be assessed as having high or low moral character, and that high moral character is justly rewarded with the trust of others.

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Publisher Statement

This is the accepted version of the article which has been published in final form as Cohen, T. R. (2017). Moral character and trustworthiness in negotiations. In A. K. Schneider and C. Honeyman (Eds.), The Negotiator’s Desk Reference. DRI Press.

Date

2017-12-01

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