Negotiating Ethically: Resilience, Moral Identity, and Power in Negotiations

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Proceedings of the International Association for Business and Society 24:6-17 (2013)
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Abstract

Everybody negotiates. But not everybody negotiates ethically. One driver of unethical negotiation behavior is power. Yet, we still haven’t discovered the principalmoderating and mediating influences between power and ethical negotiation behavior. In this pair of experimental studies we’re interested in finding out how resilience and moral identity affect an individual’s ethical behavior in both simple and complex negotiations when primed for power

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10.5840/iabsproc2013243

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A. L. Bradley
University of Cincinnati

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