Integrating and extending existing theory and research on social influence-seeking, affect, and ethics, we develop a theoretical model that describes a number of factors, including considerations of morality, that influence: (1) the decision and behaviors by one party in an influence situation...

This chapter considers what ethicists say normatively about acts of deception in negotiation, and what psychologists and organizational behaviorists report empirically about the causes, forms, and consequences of deceptive behavior. After brief attention to definitions of lying and deception, we...

Writing in 1999, legal ethics scholar Brad Wendel noted that "very little empirical work has been done on the moral decision making of lawyers." Indeed, since the mid-1990s, few empirical studies have attempted to explore how attorneys deliberate about ethical dilemmas they encounter in their...

A combination of law, conventional economic wisdom, and accepted managerial practice has produced an American workplace where freedom of speech - that most crucial of civil liberties in a healthy democracy - is something individuals undertake after work, on their own time, and even then only if...

Negotiation researchers theorize that individual differences are determinants of bargaining processes and outcomes but have yet to establish empirically the role of individual differences. In 2 studies the authors used bargaining simulations to examine the roles of personality and cognitive...

Intergroup conflict reflects, in part, judgments made about behavior across group boundaries. We investigate in this research how group identity is related to judgments individuals make about the ethicality of others. According to Social Identity Theory, ingroup favoritism serves to positively...

The role of emotional messages in interpersonal influence is powerful but under-explored in the social influence literatures. In this extended abstract, we propose a connectionist approach and argue that the exchange of emotional messages in social influence encompasses dual processes of...

We search for an understanding of how the scholarly field of management tackles, copes with, or perhaps just conveniently avoids the subjects of race and wealth inequality in contemporary America. Doing so means confronting an inescapable paradox between the imposing and expanding power of...

This study investigated attitudes toward the use of deception in negotiation, with particular attention to the distinction between deception regarding the informational elements of the interaction (e.g., lying about or misrepresenting needs or preferences) and deception about emotional elements...