Lying in negotiations: how individual and situational factors influence the use of neutralization strategies
By Karl Aquino, Thomas E. Becker. 2005
118 citations recorded by the source corpus.
Subfields: Information Systems and Management, Sociology and Political Science
View Paper: https://www.semanticscholar.org/paper/0caee78360dfb4bbf8386feaab81dacf997246a7
How researchers see this paper
The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.
In Information Systems and Management
- Celia Moore
- Karl Aquino
- Francesca Gino
- Ruodan Shao
- Dan Freeman
- Stefan Thau
- Marko Pitesa
- John B. Cullen
In Sociology and Political Science
- Stefan Thau
- Celia Moore
- Ruodan Shao
- Karl Aquino
- Francesca Gino
- Dan Freeman
- Marko Pitesa
- John B. Cullen
Citations in the corpus
- Continuities and Extensions of Ethical Climate Theory: A Meta-Analytic Review (2006, background): “Organizational decisions are perceived to be guided by a strong, pervasive set of local rules or standards such as codes of conduct (e.g., Appelbaum et al., 2005; Aquino and Becker, 2005; Liu et al., 2004).”
- Compliant Sinners, Obstinate Saints: How Power and Self-Focus Determine the Effectiveness of Social Influences in Ethical Decision Making (2013, methodology): “To manipulate normative social influence, we adapted an ethical climate manipulation designed by Aquino and Becker (2005). Ethical climate, or “typical organizational practices and procedures that have ethical content” (Victor & Cullen, 1988: 101), constitutes a social behavioral standard that influ”
- Beyond Moral Reasoning: A Review of Moral Identity Research and Its Implications for Business Ethics (2008, background): “In another study of lying during business negotiations, Aquino and Becker (2005) examined the role of situational factors (ethical vs. non-ethical climate, low vs. high negative consequences) and individual factors (lying, psychological distress, and self-perceived moral attributes) on the use of ne”
- Approach, Ability, Aftermath: A Psychological Process Framework of Unethical Behavior at Work (2015, background): “For example, denial of responsibility (Gosling, Denizeau, & Oberlé, 2006), trivialization (Simon, Greenberg, & Brehm, 1995), and techniques to neutralize one’s understanding of the harm one has caused (Aquino & Becker, 2005; Dabney, 1995) are all consequents of unethical behavior.”