Social context shapes negotiators' actions, including their willingness to act unethically. We use a simulated negotiation to test how three dimensions of social context-dyadic gender composition, negotiation strategy, and trust-interact to influence one micro-ethical decision, the use of deception. Deception in all-male dyads was relatively unaffected by trust or the other negotiator's strategy. In mixed-sex dyads, negotiators consistently increased their use of deception when three forms of trust (identity, benevolent, deterrent) were low and opponents used an accommodating strategy. However, in all-female dyads, negotiators appeared to use multiple and shifting reference points in deciding when to deceive the other party. In these dyads, the use of deception increased when a competitive strategy combined with low benevolence-based trust or an accommodating strategy combined with high identity-based trust. Deception in all-female dyads decreased when a competitive strategy was used in the context of low deterrence-based trust. © 2013 Springer Science+Business Media Dordrecht.
CITATION STYLE
Olekalns, M., Kulik, C. T., & Chew, L. (2014). Sweet Little Lies: Social Context and the Use of Deception in Negotiation. Journal of Business Ethics, 120(1), 13–26. https://doi.org/10.1007/s10551-013-1645-y
Mendeley helps you to discover research relevant for your work.