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| Tekijä: | Aquino, K. Becker, T.E. |
| Otsikko: | Lying in negotiations: how individual and situational factors influence the use of neutralization strategies |
| Lehti: | Journal of Organizational Behavior
2005 : SEP, VOL 26:6, p. 661-679 |
| Asiasana: | Communication Negotiation Psychology Individual behaviour USA Students |
| Vapaa asiasana: | MBA |
| Kieli: | eng |
| Tiivistelmä: | 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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