Moral Emotions and Unethical Bargaining: The Differential Effects of Empathy and Perspective Taking in Deterring Deceitful Negotiation [Book Review]
David Bourget (Western Ontario)
David Chalmers (ANU, NYU)
Rafael De Clercq
Jack Alan Reynolds
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Journal of Business Ethics 94 (4):569 - 579 (2010)
Two correlational studies tested whether personality differences in empathy and perspective taking differentially relate to disapproval of unethical negotiation strategies, such as lies and bribes. Across both studies, empathy, but not perspective taking, discouraged attacking opponents' networks, misrepresentation, inappropriate information gathering, and feigning emotions to manipulate opponents. These results suggest that unethical bargaining is more likely to be deterred by empathy than by perspective taking. Study 2 also tested whether individual differences in guilt proneness and shame proneness inhibited the endorsement of unethical bargaining tactics. Guilt proneness predicted disapproval of false promises and misrepresentation. Empathy did not predict disapproval of false promises when guilt proneness was included in the analysis. The comparatively private nature of the sin of false promises suggests that private ethical breaches are more likely to be deterred by anticipated guilt, while ethical breaches with clear interpersonal consequences are more likely to be deterred by empathy
|Keywords||negotiation bargaining unethical behavior empathy perspective taking guilt shame SINS II scale|
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Citations of this work BETA
Majid Ghorbani, Yuan Liao, Sinan Çayköylü & Masud Chand (2013). Guilt, Shame, and Reparative Behavior: The Effect of Psychological Proximity. [REVIEW] Journal of Business Ethics 114 (2):311-323.
Chase E. Thiel, Zhanna Bagdasarov, Lauren Harkrider, James F. Johnson & Michael D. Mumford (2012). Leader Ethical Decision-Making in Organizations: Strategies for Sensemaking. [REVIEW] Journal of Business Ethics 107 (1):49-64.
Rafi M. M. I. Chowdhury & Mario Fernando (2013). The Relationships of Empathy, Moral Identity and Cynicism with Consumers' Ethical Beliefs: The Mediating Role of Moral Disengagement. [REVIEW] Journal of Business Ethics:1-18.
Joerg Dietz & Emmanuelle P. Kleinlogel (2013). Wage Cuts and Managers' Empathy: How a Positive Emotion Can Contribute to Positive Organizational Ethics in Difficult Times. Journal of Business Ethics 119 (4):1-12.
Filipe Sobral & Gazi Islam (2013). Ethically Questionable Negotiating: The Interactive Effects of Trust, Competitiveness, and Situation Favorability on Ethical Decision Making. [REVIEW] Journal of Business Ethics 117 (2):281-296.
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