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Abstract

This article considers why individuals take beyond their own needs at the cost of others. Within the context of negotiations, a story is employed in framing an examination of the advancement of self–interest over connections of interdependence and civic membership. Forces of natural predisposition and environment are juxtaposed to formulate an understanding of the struggle involved in acting ethically. Notions of distributive and procedural justice are discussed with respect to claims of American citizenship, religious right, and the centrality of happiness, resulting in a call for the substantive justice of interest–based negotiation.

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The Story of The Devil and Daniel Webster as a Post–modern Allegory to Individualism in Negotiation

Abstract

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