search query: @author Aquino, K. / total: 3
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| Author: | Aquino, K. Becker, T.E. |
| Title: | Lying in negotiations: how individual and situational factors influence the use of neutralization strategies |
| Journal: | Journal of Organizational Behavior
2005 : SEP, VOL 26:6, p. 661-679 |
| Index terms: | Communication Negotiation Psychology Individual behaviour USA Students |
| Freeterms: | MBA |
| Language: | eng |
| Abstract: | Lying (here as: lg.) in negotiations (here as: negot./negots.) can cause negative emotions, so participants may use neutralization strategies to reduce these feelings. This study conducted a 2 (ethical versus non-ethical climate) times 2 (low vs. high negative consequences) experiment to examine how individual and situational factors affect the use of three such strategies: minimizing the lie, denigration of the target, and denial. Lg., psychological distress, and self-perceived moral attributes were measured as non-manipulated independent variables. 192 MBA students participated in a business negot. in which they were provided with incentives to lie. As predicted, higher distress was associated with greater denial of lies. |
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