Moral Emotions and Unethical Bargaining: The Differential Effects of Empathy and Perspective Taking in Deterring Deceitful Negotiation [Book Review]
Journal of Business Ethics 94 (4):569-579 (2010)
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
|Keywords||negotiation bargaining unethical behavior empathy perspective taking guilt shame SINS II scale|
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Citations of this work BETA
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.
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.
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.
Guilt, Shame, and Reparative Behavior: The Effect of Psychological Proximity. [REVIEW]Majid Ghorbani, Yuan Liao, Sinan Çayköylü & Masud Chand - 2013 - Journal of Business Ethics 114 (2):311-323.
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.
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