Marco Greco
University of Rome “Tor Vergata”
Faculty of Business Engineering
greco@disp.uniroma2.it

 Ethics depends on several principles that are
specific of each person’s social background.
 In distributive negotiation, each choice might
be brought back to three principles:
a. Equity / Meritocracy: the more you contribute,
the more you should receive
b. Equality: everyone must have the same,
regardless of the contribution
c. Necessity: who needs more, must receive more

 Write a background in which two players (A & B) have
to divide among them an amount of money (X)
 In the background it must be clear that:
 A has contributed more than B to the creation of X
 B needs X more than A
 Take note of the outcome of the negotiation
 Change the background text, the couples of players,
the amount of money to be split, until you have
enough data to make a significant study on the
correlation among each player’s characteristics and
the outcome of the negotiations.

 http://www.uniroma2.it
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 http://marco-greco.com