Product details

By continuing to use our site you consent to the use of cookies as described in our privacy policy unless you have disabled them.
You can change your cookie settings at any time but parts of our site will not function correctly without them.
Management article
-
Reference no. SMR3238
Authors: R Shell
Published by: MIT Sloan School of Management
Published in: "MIT Sloan Management Review", 1991
Length: 8 pages

Abstract

If you''re negotiating to sell your business and you lie about its debts, that''s illegal, right? But what if you begin negotiations with everything squarely on the table? The new quarterly reports come in and they''re not as rosy as the previous ones. You don''t disclose them to the prospective buyer. Illegal or just unethical? Surprisingly, as this article reports, business negotiations law is increasingly infused with ethical considerations. Shell outlines the basic elements of legal fraud, illustrating the evolving concepts with numerous cases in which negotiators have been penalized for what some consider merely unethical behavior. He argues that when entering into negotiations, your conscience may be your best guide.

About

Abstract

If you''re negotiating to sell your business and you lie about its debts, that''s illegal, right? But what if you begin negotiations with everything squarely on the table? The new quarterly reports come in and they''re not as rosy as the previous ones. You don''t disclose them to the prospective buyer. Illegal or just unethical? Surprisingly, as this article reports, business negotiations law is increasingly infused with ethical considerations. Shell outlines the basic elements of legal fraud, illustrating the evolving concepts with numerous cases in which negotiators have been penalized for what some consider merely unethical behavior. He argues that when entering into negotiations, your conscience may be your best guide.

Related