Your Good Name: The Relationship Between Perceived Reputational Risk and Acceptability of Negotiation Tactics [Book Review]

Journal of Business Ethics 106 (2):161-175 (2012)
Abstract
Reputation serves important functions in social interactions. As a result, negotiators should be concerned about protecting their reputations. Using an online experiment with 343 respondents, we examined the impact of perceived reputational risk on the acceptability of potentially questionable tactics. Consistent with and extending previous findings, we found that, the more reputational risk negotiators perceive, the less acceptable they find the tactics to be. In addition, in the business negotiation context, females generally viewed questionable tactics as more reputationally risky and consequently less acceptable than did males, especially when they were primed to think of themselves as being powerful. We end our paper with discussions on contributions and implications of the findings
Keywords Negotiation  SINS  Reputational risk  Power  Gender  Impression management
Categories (categorize this paper)
Options
 Save to my reading list
Follow the author(s)
My bibliography
Export citation
Find it on Scholar
Edit this record
Mark as duplicate
Revision history Request removal from index
 
Download options
PhilPapers Archive


Upload a copy of this paper     Check publisher's policy on self-archival     Papers currently archived: 11,007
External links
Setup an account with your affiliations in order to access resources via your University's proxy server
Configure custom proxy (use this if your affiliation does not provide a proxy)
Through your library
References found in this work BETA
Citations of this work BETA
Similar books and articles
John F. Mahon & Barry M. Mitnick (2005). Reputation Shifting. Proceedings of the International Association for Business and Society 16:267-272.
Analytics

Monthly downloads

Added to index

2011-08-18

Total downloads

6 ( #203,706 of 1,101,151 )

Recent downloads (6 months)

1 ( #290,630 of 1,101,151 )

How can I increase my downloads?

My notes
Sign in to use this feature


Discussion
Start a new thread
Order:
There  are no threads in this forum
Nothing in this forum yet.