Abstract
Emerging evidence suggests that competitiveness and empathy explain men's greater willingness to use unethical tactics in negotiations. We tested whether and how robustly they do with three distinct studies, run with three distinct populations. Simultaneous mediation analyses generally, but not completely, confirmed our expectations. In Study 1, only competitiveness mediated sex differences in unethical negotiation tactics among Chilean business students. Although empathy also explained willingness to use unethical negotiation tactics, the Chilean men and women did not differ in this regard. In Study 2, competitiveness and empathy both mediated sex differences in American business students’ intentions to lie to a client, but competitiveness explained greater variance. In Study 3, both factors explained sex differences in lying to bargaining partners for real stakes by working-age Americans. Our findings suggest that competitiveness and empathy each explain sex differences in willingness to use unethical tactics, but the former does so more consistently.
| Original language | English (US) |
|---|---|
| Pages (from-to) | 278-297 |
| Number of pages | 20 |
| Journal | Negotiation and Conflict Management Research |
| Volume | 11 |
| Issue number | 4 |
| DOIs | |
| State | Published - Nov 2018 |
Funding
This research was partially funded by FONDECYT (Fondo Nacional de Desarrollo Cientifico y Tecno-lógico) grant# 11121508 awarded to Jason R. Pierce from the Chilean National Commission for Scientific and Technological Research (CONICYT). We are extremely grateful to the Chilean National Commission for Scientific and Technological Research (CONICYT) for generous funding used to conduct this research. In addition, we thank Bill Tullar and Madelynn Stackhouse for their valuable feedback on our work.
Keywords
- ethical decision making
- gender
- negotiations
- sex differences
ASJC Scopus subject areas
- Communication
- Strategy and Management