Business Ethics: A European Review, EarlyView.

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 (...) more likely to use deception than those with high self-efficacy beliefs. Furthermore, we find that moral disengagement mediates the effects of self-efficacy on deception. Our findings suggest that self-efficacy plays a key role in shaping negotiators' ethical behaviors and we identify the psychological mechanism underlying this relationship. (shrink)

This study explores the direct and interactive effects of individual differences in interpersonal trust and negotiation style on ethical decision-making processes across commonly faced negotiation situations. Individual differences influence basic ideas about legitimate negotiating behaviors, affect behavioral intentions directly, and interact with the favorability of negotiating situations, resulting in direct, indirect, and interactive effects on ethical decision-making processes. Using a sample of 298 participants in executive education workshops, the study analyzes the relationship between interpersonal trust, competitiveness, moral judgment, and behavioral (...) intentions in different negotiating conditions through a series of structural equation models and regression analyses. Our results suggest that individual difference variables exert a significant influence not only on how managers assess the morality of ethically ambiguous negotiation practices but also directly on their behavioral intentions, and that this effect changed across specific negotiation situations. We discuss these results in terms of their usefulness in explaining ethical decision-making processes in negotiations. (shrink)