Deception and Mutual Trust: A Reply to Strudler

Alan Strudler has written a stimulating and provocative article about deception in negotiation. He presents his views, in part, in contrast with our earlier work on the Mutual Trust Perspective. We believe that Strudler is wrong in his account of the ethics of deception in negotiation and in his quick dismissal of the Mutual Trust Perspective. Though his mistakes may be informative, his views are potentially harmful to business practice. In this paper, we present arguments against Strudler's position and attempt to salvage the Mutual-Trust Perspective from his attack. Strudler's work reaffirms the need for a more pragmatic approach to business ethics. We close the paper with a renewed call for more constructive and practical approaches to business ethics research.Signaling; Negotiations; Business Ethics; Private Information

Promoting Honesty in Negotiation: An Exercise in Practical Ethics

In a competitive and morally imperfect world, business people are often faced with serious ethical challenges. Harboring suspicions about the ethics of others, many feel justified in engaging in less-than-ideal conduct to protect their own interests. The most sophisticated moral arguments are unlikely to counteract this behavior. We believe that this morally defensive behavior is responsible, in large part, for much undesirable deception in negotiation. Drawing on recent work in the literature of negotiations, we present some practical guidance on how negotiators might build trust, establish common interests, and secure credibility for their statements thereby promoting honesty We also point out the types of social and institutional arrangements, many of which have become commonplace, that work to promote credibility, trust, and honesty in business dealings. Our approach is offered not only as a specific response to the problem of deception in negotiation, but as one model of how research in business ethics might offer constructive advice to practitioners.Credibility; Business Ethics; Negotiations; Institutions

Shrewd Bargaining on the Moral Frontier: Toward a Theory of Morality in Pratice

From a traditional moral point of view, business practitioners often seem overly concerned about the behavior of their peers in deciding how they ought to act. We propose to account for this concern by introducing a mutual trust perspective, where moral obligations are grounded in a sense of trust that others will abide by the same rules. When grounds for trust are absent, the obligation is weakened. We illustrate this perspective by examining the widespread ambivalence with regard to deception about one's settlement preferences in negotiation. On an abstract level, such deception generally seems undesirable, though in many individual cases it is condoned, even admired as shrewd bargaining. Because of the difficulty in verifying someone's settlement preferences, it is hard to establish a basis for trusting the revelations of the other party, especially in competitive negotiations with relative strangers.Bargaining; Private Information; Business Ethics; Negotiations

MEASURING FOOD SAFETY PREFERENCES: IDENTIFYING CONSUMER SEGMENTS

Conjoint analysis was used to estimate individual preference functions for food safety attributes. Consumer segments were constructed by using cluster analysis to form groups which were homogeneous with respect to preferences regarding food safety. Although substantial differences existed among the three distinct groups, consumers in all segments were willing to pay a moderate amount to ensure that apples met established safety standards. However, a policy which restricts pesticide use would likely result in substantial consumer dissatisfaction, unless it could be achieved with little impact on price or quality.Food Consumption/Nutrition/Food Safety,

Percolation-induced exponential scaling in the large current tails of random resistor networks

There is a renewed surge in percolation-induced transport properties of diverse nano-particle composites (cf. RSC Nanoscience & Nanotechnology Series, Paul O'Brien Editor-in-Chief). We note in particular a broad interest in nano-composites exhibiting sharp electrical property gains at and above percolation threshold, which motivated us to revisit the classical setting of percolation in random resistor networks but from a multiscale perspective. For each realization of random resistor networks above threshold, we use network graph representations and associated algorithms to identify and restrict to the percolating component, thereby preconditioning the network both in size and accuracy by filtering {\it a priori} zero current-carrying bonds. We then simulate many realizations per bond density and analyze scaling behavior of the complete current distribution supported on the percolating component. We first confirm the celebrated power-law distribution of small currents at the percolation threshold, and second we confirm results on scaling of the maximum current in the network that is associated with the backbone of the percolating cluster. These properties are then placed in context with global features of the current distribution, and in particular the dominant role of the large current tail that is most relevant for material science applications. We identify a robust, exponential large current tail that: 1. persists above threshold; 2. expands broadly over and dominates the current distribution at the expense of the vanishing power law scaling in the small current tail; and 3. by taking second moments, reproduces the experimentally observed power law scaling of bulk conductivity above threshold

Doppler Probe of Accretion onto a T Tauri star

The YY Ori stars are T Tauri stars with prominent time-variable redshifted absorption components that flank certain emission lines. One of the brightest in this class is S CrA, a visual double star. We have obtained a series of high-resolution spectra of the two components during four nights with the UVES spectrograph at the Very Large Telescope. We followed the spectral changes occurring in S CrA to derive the physical structure of the accreting gas. We found that both stars are very similar with regard to surface temperature, radius, and mass. Variable redshifted absorption components are particularly prominent in the SE component. During one night, this star developed a spectrum unique among the T Tauri stars: extremely strong and broad redshifted absorption components appeared in many lines of neutral and ionized metals, in addition to those of hydrogen and helium. The absorption depths of cooler, low ionization lines peak at low velocities - while more highly ionized lines have peak absorption depths at high velocities. The different line profiles indicate that the temperature and density of the accretion stream increase as material approaches the star. We derive the physical conditions of the flow at several points along the accretion funnel directly from the spectrum of the infalling gas. We estimated mass accretion rates of about 10^(-7) solar masses per year, which is similar to that derived from the relation based on the strength of H alpha emission line. This is the first time the density and temperature distributions in accretion flows around a T Tauri star have been inferred from observations. Compared with predictions from standard models of accretion in T Tauri stars, which assume a dipole stellar magnetic field, we obtained higher densities and a steeper temperature rise toward the star.Comment: Replaces 1408.1846 4 pages, 4 figures. Appears in Astronomy and Astrophysics, 201