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)
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)|
References found in this work BETA
Machiavellian Intelligence: Social Expertise and the Evolution of Intellect in Monkeys, Apes, and Humans.R. W. Byrne & Andrew Whiten - 1988 - Oxford University Press.
Gender-Based Barriers to Senior Management Positions: Understanding the Scarcity of Female CEOs. [REVIEW]Judith G. Oakley - 2000 - Journal of Business Ethics 27 (4):321 - 334.
Mind, Self, and Society From the Standpoint of a Social Behaviorist.George H. Mead & Charles W. Morris - 1935 - Philosophical Review 44 (6):587-589.
Citations of this work BETA
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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