Ethical universals in practice: An analysis of five principles

This paper discusses the application of five general principles of moral reasoning to situations that are characteristic of negotiations and bargaining scenarios. The five moral theories discussed are: utilitarianism, Kantian reasoning, discourse ethics, the maximization of one's own expected utility, and the maximization of the predictability of the consequences for those involved in the bargaining or negotiation. These principles are individually introduced and criticized by examining how they ‘perform’ in individual test cases taken from common negotiation experience. The purpose of the analysis is to lay bare the difficulties faced by the moral philosopher, economist, psychologist or sociologist when attempting to explain, interpret or normatively endorse behavior in concrete cases of bargaining scenarios on the basis of general principles. Because bargaining underlies most of the phenomena of interest to the economist and sociologist, the analysis illuminates a problem of general interest to practitioners of economics and sociology. It is argued that the calculability of the consequences of acting in accordance to a norm and the communicability of the norm in actual negotiation sessions both sharply constrain the application of the principles in practice. The essay therefore represents a reasoned invitation towards further investigation and reflection about the application of moral principles in bargaining and negotiations.