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  1. Effects of Implicit Negotiation Beliefs and Moral Disengagement on Negotiator Attitudes and Deceptive Behavior.Kevin Tasa & Chris M. Bell - 2017 - Journal of Business Ethics 142 (1):169-183.
    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 (...)
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  • Psychological and Behavioral Outcomes From the Perspective of Moral Culture: A Study of College Students.Wen Hu - 2022 - Frontiers in Psychology 13.
    Although the issue of moral identity and morality is under investigation for the last many years, there is still a need to investigate its role in how it promotes behavior. This study tends to extend this string of literature and attempted to investigate the mediating role of moral reasoning among the elements of moral culture, prosocial behavior, and psychological wellbeing. For this purpose, college students were selected as participants in this study. For this purpose, a two-wave strategy was followed to (...)
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  • Emotional Intelligence and Deception: A Theoretical Model and Propositions.Joseph P. Gaspar, Redona Methasani & Maurice E. Schweitzer - 2022 - Journal of Business Ethics 177 (3):567-584.
    Deception is pervasive in negotiations and organizations, and emotions are critical to using, detecting, and responding to deception. In this article, we introduce a theoretical model to explore the interplay between emotional intelligence (the ability to perceive and express, understand, regulate, and use emotions) and deception in negotiations. In our model, we propose that emotional intelligence influences the decision to use deception, the effectiveness of deception, the ability to detect deception, and the consequences of deception (specifically, trust repair and retaliation). (...)
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  • Confident and Cunning: Negotiator Self-Efficacy Promotes Deception in Negotiations.Joseph P. Gaspar & Maurice E. Schweitzer - 2019 - Journal of Business Ethics 171 (1):139-155.
    Self-confidence is associated with many positive outcomes, and training programs routinely seek to build participants’ self-efficacy. In this article, however, we consider whether self-confidence increases unethical behavior. In a series of studies, we explore the relationship between negotiator self-efficacy—an individual’s confidence in his or her negotiation ability—and the use of deception. We find that individuals high in negotiator self-efficacy are more likely to use deception than individuals low in negotiator self-efficacy. We also find that perceptions of the risk of deception (...)
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  • Job-Related and Nonjob-Related Gossips Among Low-Ranked Employees in Unionized Service Organization.Mohsin Bashir, Rizwan Shabbir, Sharjeel Saleem, Muhammad Abrar, Shahnawaz Saqib & Shahzad Habib Gill - 2020 - Frontiers in Psychology 11.
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