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The Impact of the Negotiators' Personality and Socio-Demographic factors on their Perception of Unethical Negotiation Tactics

Author

Listed:
  • Hamida Skandrani

    (UMA - Université de la Manouba [Tunisie])

  • Lilia Fessi

    (URCA - Université de Reims Champagne-Ardenne)

  • Riadh Ladhari

    (ULaval - Université Laval [Québec])

Abstract

Purpose-The study aims to examine the impact of a negotiator's profile (personality, gender, age and experience) on his perception of unethical negotiation tactics. Design/methodology/approach: A survey has been conducted among 220 middle manager employees and chief executive officers (CEOs) who are directly involved in the negotiation processes and activities for their organizations. A component factor analysis (CFA) was first performed. Then, a multiple regression analysis and ANOVA analysis were conducted to test the study hypotheses. Findings: The study suggests that negotiators with a high level of 'openness to experience' perceive the use of 'traditional competitive bargaining' and 'inappropriate information gathering' as ethical. However, 'conscientious' negotiators perceive the use of 'misrepresentation of information' and 'inappropriate information gathering' as unethical. In addition, negotiators with a high level of 'agreeableness' perceive the use of ethics worldwide. Negotiators are not the exception. Hence, identifying which personality traits are likely to predispose negotiators to endorse unethical negotiation tactics may help shape training programs suitable to produce favorable inclinations to comply with ethical negotiations' principles. This seems to be possible, on the face of the recent findings suggesting the likelihood of personality traits changes, following the implementation of some particular actions (Hudson and Fraley 2015). Originality/value: To the best of our knowledge, this study is among the few that examine the impact of the negotiator's personality traits and his socio-demographic variables on his perception of the appropriateness of negotiation tactics. This study is in line with calls to reconsider the role that personality plays in negotiation processes, ethical/unethical behavior and outcomes, after a long period of skepticism among scholars as to its significant impact.

Suggested Citation

  • Hamida Skandrani & Lilia Fessi & Riadh Ladhari, 2021. "The Impact of the Negotiators' Personality and Socio-Demographic factors on their Perception of Unethical Negotiation Tactics," Post-Print hal-03499514, HAL.
    • Handle: RePEc:hal:journl:hal-03499514
    DOI: 10.1080/1051712X.2021.1920700
    Note: View the original document on HAL open archive server: https://hal.science/hal-03499514
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    References listed on IDEAS

    as
    1. Li Ma & Judi McLean Parks, 2012. "Your Good Name: The Relationship Between Perceived Reputational Risk and Acceptability of Negotiation Tactics," Journal of Business Ethics, Springer, vol. 106(2), pages 161-175, March.
    2. C. O. Iroham & M. E. Emetere & H. I. Okagbue & O. Ogunkoya & O. D. Durodola & N. J. Peter & O. M. Akinwale, 2019. "Modified Pricing Model for Negotiation of Mortgage Valuation Between Estate Surveyors and Valuers and Their Clients," Global Journal of Flexible Systems Management, Springer;Global Institute of Flexible Systems Management, vol. 20(4), pages 337-347, December.
    3. Chan, Sow Hup & Ng, Tsz Shing, 2016. "Ethical negotiation values of Chinese negotiators," Journal of Business Research, Elsevier, vol. 69(2), pages 823-830.
    4. Robin, Donald & Babin, Laurie, 1997. "Making Sense of The Research on Gender and Ethics in Business: A Critical Analysis and Extension," Business Ethics Quarterly, Cambridge University Press, vol. 7(4), pages 61-90, October.
    5. Didier Roche, 2013. "Ethical decision-making in private enterprise : A study of its antecedents in the sales sector," Post-Print hal-00841233, HAL.
    6. Elaine Doyle & Jane Frecknall Hughes & Barbara Summers, 2013. "An Empirical Analysis of the Ethical Reasoning of Tax Practitioners," Journal of Business Ethics, Springer, vol. 114(2), pages 325-339, May.
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    Cited by:

    1. Guo, Wenqian & Lu, Wenxue & Gao, Xinran, 2022. "Exploring configurations of negotiating behaviors in business negotiations: A qualitative comparative analysis," Journal of Business Research, Elsevier, vol. 147(C), pages 435-448.

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