David Bourget (Western Ontario)
David Chalmers (ANU, NYU)
Rafael De Clercq
Jack Alan Reynolds
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Business Ethics Quarterly 20 (1):107-126 (2010)
Unfair offers in bargaining may have disruptive effects because they may reduce interpersonal trust. In such situations future trust may be strongly affected by social accounts (i.e., apologies vs. denials). In the current paper we investigate when people are most likely to demand social accounts for the unfair offer (Experiment 1), and when social accounts will have the highest impact (Experiment 2). We hypothesized that the need for and impact of social accounts will be highest when the intentions of the other party are uncertain. The results provided support for this reasoning
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Citations of this work BETA
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.
David De Cremer, Ann E. Tenbrunsel & Marius van Dijke (2010). Regulating Ethical Failures: Insights From Psychology. Journal of Business Ethics 95 (S1):1 - 6.
David De Cremer, Ann E. Tenbrunsel & Marius van Dijke (2010). Regulating Ethical Failures: Insights From Psychology. [REVIEW] Journal of Business Ethics 95 (1):1-6.
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