Extending and testing a five factor model of ethical and unethical bargaining tactics: Introducing the SINS scale.
By R. Robinson, R. Lewicki, E. Donahue. 2000
268 citations recorded by the source corpus.
Subfields: Information Systems and Management, Sociology and Political Science
View Paper: https://www.semanticscholar.org/paper/1c319d0f45b8187ef035001cfc9cb69954a7eec7
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In Information Systems and Management
- Francesca Gino
- T. Cohen
- Lamar Pierce
- Gillian Ku
- Leigh Thompson
- Laura J. Kray
- J. Kennedy
- Max H. Bazerman
In Sociology and Political Science
- J. Kennedy
- Laura J. Kray
- Gillian Ku
- Leigh Thompson
- Lamar Pierce
- Francesca Gino
- T. Cohen
- Hal E. Hershfield
Citations in the corpus
- Moral Emotions and Unethical Bargaining: The Differential Effects of Empathy and Perspective Taking in Deterring Deceitful Negotiation (2010, methodology): “These subscales were not included in the original SINS scale (Robinson et al., 2000), but were added later by Barry (Barry, 1999; Lewicki et al.”
- A social-cognitive approach to understanding gender differences in negotiator ethics: The role of moral identity (2017, methodology): “Finally, using the self-reported inappropriate negotiating strategies (SINS) scale (Robinson et al., 2000) and a scale from 1 (not at all appropriate) to 7 (very appropriate), participants reported their endorsement of 16 general unethical negotiating tactics that were not specific to the scenario (”
- Lying to Level the Playing Field: Why People May Dishonestly Help or Hurt Others to Create Equity (2010, methodology): “While scholars have grappled with definitions of unethical behavior (Kish-Gephart et al., 2010; Lewicki and Robinson, 1998; Robinson, Lewicki, and Donahue, 2000; Tenbrunsel and SmithCrowe, 2008; Treviño et al., 2006), we use the intuitively compelling definition offered by Jones (1991, p. 367):…”
- Short Horizons and Tempting Situations: Lack of Continuity to Our Future Selves Leads to Unethical Decision Making and Behavior (2012, background): “Making a commitment to attend a study and failing to show up is a false promise (Lewicki & Robinson, 1998; Robinson et al. 2000).”
- Not Competent Enough to Know the Difference? Gender Stereotypes about Women's Ease of Being Misled Predict Negotiator Deception (2014, unknown): “Diverging from past research (Dreber & Johannesson, 2008; Kennedy & Kray, 2013; Kray & Haselhuhn, 2012; Lewicki & Robinson, 1998; Robinson et al., 2000), we found no effects of focal negotiator gender on deception.”