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Effects of Implicit Negotiation Beliefs and Moral Disengagement on Negotiator Attitudes and Deceptive Behavior

Kevin Tasa & Chris M. Bell

Journal of Business Ethics 142 (1):169-183 (2017)

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Deceitful when insecure: The effect of self‐efficacy beliefs on the use of deception in negotiations.Filipe Sobral, Gustavo Moreira Tavares, Liliane Furtado, Urszula Lagowska & José Andrade Moura Neto - 2022 - Business Ethics, the Environment and Responsibility 32 (1):179-190.details This article investigates if and how negotiators' self-efficacy beliefs affect their use of deception in negotiation. Specifically, we propose that self-efficacy can be interpreted as a threat to self-concept, which encourages individuals to temporarily bypass self-regulatory obstacles by morally disengaging their cognitive moral filters, thereby enabling them to use deception in negotiation. We test our hypotheses in three independent experimental studies involving an interactive negotiation simulation, totalizing 460 participants. We find that negotiators with low self-efficacy regarding their negotiation abilities are (...) Download Export citation Bookmark
Reconceptualizing Moral Disengagement as a Process: Transcending Overly Liberal and Overly Conservative Practice in the Field.Ulf Schaefer & Onno Bouwmeester - 2020 - Journal of Business Ethics 172 (3):525-543.details Moral disengagement was initially conceptualized as a process through which people reconstrue unethical behaviors, with the effect of deactivating self-sanctions and thereby clearing the way for ethical transgressions. Our article challenges how researchers now conceptualize moral disengagement. The current literature is overly liberal, in that it mixes two related but distinct constructs—process moral disengagement and the propensity to morally disengage—creating ambiguity in the findings. It is overly conservative, as it adopts a challengeable classification scheme of “four points in moral self-regulation” (...) Download Export citation Bookmark 6 citations
Profiling the Interrogee: Applying the Person-Centered Approach in Investigative Interviewing Research.Nicola Palena, Letizia Caso, Lucrezia Cavagnis & Andrea Greco - 2021 - Frontiers in Psychology 12.details In the past, deception detection research has explored whether there were specific personal characteristics that were related to lying and found that factors such as personality and morality are indeed related to lying. However, past research has usually focused on a variable-centered approach. Yet, a person-centered might be more suitable here as it allows for the study of people in an integrative manner. In this experiment, 673 students completed a questionnaire which included measures of the five factors of personality, the (...) Download Export citation Bookmark
Moral Disengagement at Work: A Review and Research Agenda.Alexander Newman, Huong Le, Andrea North-Samardzic & Michael Cohen - 2020 - Journal of Business Ethics 167 (3):535-570.details Originally conceptualized by Bandura as the process of cognitive restructuring that allows individuals to disassociate with their internal moral standards and behave unethically without feeling distress, moral disengagement has attracted the attention of management researchers in recent years. An increasing body of research has examined the factors which lead people to morally disengage and its related outcomes in the workplace. However, the conceptualization of moral disengagement, how it should be measured, the manner in which it develops, and its influence on (...) Download Export citation Bookmark 26 citations

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