Journal of Business Ethics 94 (4):569-579 (2010)
Abstract |
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
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Keywords | negotiation bargaining unethical behavior empathy perspective taking guilt shame SINS II scale |
Categories | (categorize this paper) |
DOI | 10.1007/s10551-009-0338-z |
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Leader Ethical Decision-Making in Organizations: Strategies for Sensemaking. [REVIEW]Chase E. Thiel, Zhanna Bagdasarov, Lauren Harkrider, James F. Johnson & Michael D. Mumford - 2012 - Journal of Business Ethics 107 (1):49-64.
Feelings That Make a Difference: How Guilt and Pride Convince Consumers of the Effectiveness of Sustainable Consumption Choices.Paolo Antonetti & Stan Maklan - 2014 - Journal of Business Ethics 124 (1):117-134.
Turning Inward or Focusing Out? Navigating Theories of Interpersonal and Ethical Cognitions to Understand Ethical Decision-Making.Lumina S. Albert, Scott J. Reynolds & Bulent Turan - 2015 - Journal of Business Ethics 130 (2):467-484.
The Relationships of Empathy, Moral Identity and Cynicism with Consumers' Ethical Beliefs: The Mediating Role of Moral Disengagement. [REVIEW]Rafi M. M. I. Chowdhury & Mario Fernando - 2014 - Journal of Business Ethics 124 (4):1-18.
Sweet Little Lies: Social Context and the Use of Deception in Negotiation.Mara Olekalns, Carol T. Kulik & Lin Chew - 2014 - Journal of Business Ethics 120 (1):13-26.
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