P. L. Smith

Using a simulated, two-party negotiation, we examined how characteristics of the actor, target, and situation affected deception. To trigger deception, we used an issue that had no value for one of the two parties (indifference issue). We found support for an opportunistic betrayal model of deception: deception increased when the other party was perceived as benevolent, trustworthy, and as having integrity. Negotiators’ goals also affected the use of deception. Individualistic, cooperative, and mixed dyads responded differently to information about the other party’s trustworthiness, benevolence, and integrity when deciding to either misrepresent or leverage their indifference issue. Mixed dyads displayed opportunistic betrayal. Negotiators in all-cooperative and all-individualistic dyads used different information in deciding whether to leverage their indifference issues and used the same information (benevolence) differently in deciding whether to misrepresent the value of their indifference issue.

The relation between virtue and knowledge is at the heart of the Socratic view of human excellence, but it also points to a central puzzle of the Platonic dialogues: Can Socrates be serious in his claims that human excellence is constituted by one virtue, that vice is merely the result of ignorance, and that the correct response to crime is therefore not punishment but education? Or are these assertions mere rhetorical ploys by a notoriously complex thinker? Lorraine Smith Pangle traces the argument for the primacy of virtue and the power of knowledge throughout the five dialogues that feature them most prominently—the _Apology, Gorgias, Protagoras, Meno,_ and _Laws_—and reveals the truth at the core of these seemingly strange claims. She argues that Socrates was more aware of the complex causes of human action and of the power of irrational passions than a cursory reading might suggest. Pangle’s perceptive analyses reveal that many of Socrates’s teachings in fact explore the factors that make it difficult for humans to be the rational creatures that he at first seems to claim. Also critical to Pangle’s reading is her emphasis on the political dimensions of the dialogues. Underlying many of the paradoxes, she shows, is a distinction between philosophic and civic virtue that is critical to understanding them. Ultimately, Pangle offers a radically unconventional way of reading Socrates’s views of human excellence: Virtue is not knowledge in any ordinary sense, but true virtue is nothing other than wisdom

Context shapes negotiators’ actions, including their willingness to act unethically. Focusing on negotiators use of deception, we used a simulated two-party negotiation to test how three contextual variables—regulatory focus, power, and trustworthiness—interacted to shift negotiators’ ethical thresholds. We demonstrated that these three variables interact to either inhibit or activate deception, providing support for an interactionist model of ethical decision-making. Three patterns emerged from our analyses. First, low power inhibited and high power activated deception. Second, promotion-focused negotiators favored sins of omission, whereas prevention-focused negotiators favored sins of commission. Third, low cognition-based trust influenced deception when negotiators experience fit between power and regulatory focus, whereas affect-based trust influenced deception when negotiators experience misfit between these structural context variables. We conclude that regulatory focus primes different moral templates: promotion-focused negotiators’ decision to deceive is determined by moral pragmatism, whereas prevention-focused negotiators’ decision to deceive is determined by opportunism. Because each combination of power and regulatory focus was tied to a specific subcomponent of trust, we further conclude that negotiators engage in motivated information search to determine whether they should deceive their opponents.

The most famous man of his age, Benjamin Franklin was an individual of many talents and accomplishments. He invented the wood-burning stove and the lightning rod, he wrote Poor Richard's Almanac and The Way to Wealth, and he traveled the world as a diplomat. But it was in politics that Franklin made his greatest impact. Franklin's political writings are full of fascinating reflections on human nature, on the character of good leadership, and on why government is such a messy and problematic business. Drawing together threads in Franklin's writings, Lorraine Smith Pangle illuminates his thoughts on citizenship, federalism, constitutional government, the role of civil associations, and religious freedom. Of the American Founders, Franklin had an unrivaled understanding of the individual human soul. At the heart of his political vision is a view of democratic citizenship, a rich understanding of the qualities of the heart and mind necessary to support liberty and sustain happiness. This concise introduction reflects Franklin's valuable insight into political issues that continue to be relevant today