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Effects of Implicit Negotiation Beliefs and Moral Disengagement on Negotiator Attitudes and Deceptive Behavior

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  • Kevin Tasa

    (York University)

  • Chris M. Bell

    (York University)

Abstract

In three studies, we examined the relationship between implicit negotiation beliefs, moral disengagement, and a negotiator’s ethical attitudes and behavior. Study 1 found correlations between an entity theory that negotiation skills are fixed rather than malleable, moral disengagement, and appropriateness of marginally ethical negotiation tactics. Mediation analysis supported a model in which moral disengagement facilitated the relationship between entity theory and support for unethical tactics. Study 2 provided additional support for the mediation model in a sample of MBA students, whereby predispositions to morally disengage mediated the effect of dispositional entity beliefs on unethical behavior in a negotiation exercise. In study 3, we manipulated implicit beliefs prior to a negotiation simulation and found that entity beliefs predict deception through two sequential mediators, extreme opening bids and state moral disengagement.

Suggested Citation

  • Kevin Tasa & Chris M. Bell, 2017. "Effects of Implicit Negotiation Beliefs and Moral Disengagement on Negotiator Attitudes and Deceptive Behavior," Journal of Business Ethics, Springer, vol. 142(1), pages 169-183, April.
    • Handle: RePEc:kap:jbuset:v:142:y:2017:i:1:d:10.1007_s10551-015-2800-4
    DOI: 10.1007/s10551-015-2800-4
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    References listed on IDEAS

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    1. Robert Baron & Hao Zhao & Qing Miao, 2015. "Personal Motives, Moral Disengagement, and Unethical Decisions by Entrepreneurs: Cognitive Mechanisms on the “Slippery Slope”," Journal of Business Ethics, Springer, vol. 128(1), pages 107-118, April.
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    Cited by:

    1. Ulf Schaefer & Onno Bouwmeester, 2021. "Reconceptualizing Moral Disengagement as a Process: Transcending Overly Liberal and Overly Conservative Practice in the Field," Journal of Business Ethics, Springer, vol. 172(3), pages 525-543, September.
    2. Katja Woelfl & Lutz Kaufmann & Craig R. Carter, 2023. "In the eye of the beholder: A configurational exploration of perceived deceptive supplier behavior in negotiations," Journal of Supply Chain Management, Institute for Supply Management, vol. 59(2), pages 33-61, April.
    3. Hillie Aaldering & Alfred Zerres & Wolfgang Steinel, 2020. "Constituency Norms Facilitate Unethical Negotiation Behavior Through Moral Disengagement," Group Decision and Negotiation, Springer, vol. 29(5), pages 969-991, October.
    4. Harris, Lloyd C. & He, Hongwei, 2019. "Retail employee pilferage: A study of moral disengagement," Journal of Business Research, Elsevier, vol. 99(C), pages 57-68.
    5. Weißmüller, Kristina Sabrina, 2022. "Implicit Dimensions of Moral Licensing in Citizen-State Interactions," OSF Preprints a8uwd, Center for Open Science.

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