Your Good Name: The Relationship Between Perceived Reputational Risk and Acceptability of Negotiation Tactics [Book Review]
David Bourget (Western Ontario)
David Chalmers (ANU, NYU)
Rafael De Clercq
Ezio Di Nucci
Jack Alan Reynolds
Learn more about PhilPapers
Journal of Business Ethics 106 (2):161-175 (2012)
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)|
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
R. W. Byrne & Andrew Whiten (1988). Machiavellian Intelligence: Social Expertise and the Evolution of Intellect in Monkeys, Apes, and Humans. Oxford University Press.
Judith G. Oakley (2000). Gender-Based Barriers to Senior Management Positions: Understanding the Scarcity of Female CEOs. [REVIEW] Journal of Business Ethics 27 (4):321 - 334.
George H. Mead & Charles W. Morris (1935). Mind, Self, and Society From the Standpoint of a Social Behaviorist. Philosophical Review 44 (6):587-589.
Gregory M. Perry & Clair J. Nixon (2005). The Influence of Role Models on Negotiation Ethics of College Students. Journal of Business Ethics 62 (1):25 - 40.
William A. Johnston & Veronica J. Dark (1986). Selective Attention. Annu. Rev. Psychol 37:43-75.
Citations of this work BETA
Mara Olekalns, Carol T. Kulik & Lin Chew (2014). Sweet Little Lies: Social Context and the Use of Deception in Negotiation. Journal of Business Ethics 120 (1):13-26.
Similar books and articles
Roy J. Lewicki & Robert J. Robinson (1998). Ethical and Unethical Bargaining Tactics: An Empirical Study. [REVIEW] Journal of Business Ethics 17 (6):211-228.
Roger J. Volkema & Maria Tereza Leme Fleury (2002). Alternative Negotiating Conditions and the Choice of Negotiation Tactics: A Cross-Cultural Comparison. [REVIEW] Journal of Business Ethics 36 (4):381 - 398.
Clyde A. Warden & Judy F. Chen (2009). Chinese Negotiators' Subjective Variations in Intercultural Negotiations. Journal of Business Ethics 88 (3):529 - 537.
Davide Pietroni, Gerben A. Van Kleef, Enrico Rubaltelli & Rino Rumiati (2009). When Happiness Pays in Negotiation. Mind and Society 8 (1):77-92.
James A. E. Macpherson (2008). Safety, Risk Acceptability, and Morality. Science and Engineering Ethics 14 (3):377-390.
Chechen Liao, Hong-Nan Lin & Yu-Ping Liu (2010). Predicting the Use of Pirated Software: A Contingency Model Integrating Perceived Risk with the Theory of Planned Behavior. [REVIEW] Journal of Business Ethics 91 (2):237 - 252.
Barry M. Mitnick & John F. Mahon (2007). The Concept of Reputational Bliss. Journal of Business Ethics 72 (4):323 - 333.
Daniel M. Eveleth & Arun Pillutla (2003). Task Demands, Task Interest, and Task Performance: Implications for Human Subjects Research and Practicing What We Preach. Ethics and Behavior 13 (2):153 – 172.
Ingrid Smithey Fulmer, Bruce Barry & D. Adam Long (2009). Lying and Smiling: Informational and Emotional Deception in Negotiation. [REVIEW] Journal of Business Ethics 88 (4):691 - 709.
Pratima Bansal & Geoffrey Kistruck (2006). Seeing is (Not) Believing: Managing the Impressions of the Firm's Commitment to the Natural Environment. [REVIEW] Journal of Business Ethics 67 (2):165 - 180.
Chris Provis (2004). Negotiation, Persuasion and Argument. Argumentation 18 (1):95-112.
Skip Worden (2003). The Role of Integrity as a Mediator in Strategic Leadership: A Recipe for Reputational Capital. [REVIEW] Journal of Business Ethics 46 (1):31 - 44.
John F. Mahon & Barry M. Mitnick (2005). Reputation Shifting. Proceedings of the International Association for Business and Society 16:267-272.
Peter E. Mudrack (1993). An Investigation Into the Acceptability of Workplace Behaviors of a Dubious Ethical Nature. Journal of Business Ethics 12 (7):517 - 524.
Added to index2011-08-18
Total downloads9 ( #339,073 of 1,789,930 )
Recent downloads (6 months)1 ( #423,018 of 1,789,930 )
How can I increase my downloads?