Conflict Frames and the Use of Deception: Are Competitive Negotiators Less Ethical?

By Maurice E. Schweitzer, Leslie A. DeChurch, Donald E. Gibson. 2005

100 citations recorded by the source corpus.

Subfields: Information Systems and Management, Safety Research, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/ba431d7b954ff7bce944302f52d4f166c98982e1

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Citations in the corpus

Compliant Sinners, Obstinate Saints: How Power and Self-Focus Determine the Effectiveness of Social Influences in Ethical Decision Making (2013, methodology): “Participants were provided with a classical prisoner’s dilemma payoff table (Schweitzer et al., 2005) and were told that another participant, acting as their competitor, would be presented only with the figure they announced, and that their competitor would make his or her decision based on this…”
Moral Symbols: A Necklace of Garlic against Unethical Requests (2017, methodology): “Participants engaged in a decision making task adapted from Schweitzer, DeChurch, and Gibson (2005) and also used by Pitesa and Thau (2013).”
Leader Ethical Decision-Making in Organizations: Strategies for Sensemaking (2012, background): “…Brady and Wheeler 1996; Butterfield et al. 2000; Haines et al. 2008; Jones and Hiltebeitel 1995; Kahneman 2003; McDevitt and Van Hise 2002; Moore and Loewenstein 2004; Schweitzer et al. 2005; Street et al. 2001; Tenbrunsel and Messick 2004; Trevino and Youngblood 1990; Yaniv and Kleinberger 2000).”
Gender Differences in Trust Dynamics: Women Trust More than Men Following a Trust Violation (2014, methodology): “In reality, all participants played the same role against a common, computer-simulated counterpart (see Haselhuhn et al., 2010; Schweitzer et al., 2006).”
Not Competent Enough to Know the Difference? Gender Stereotypes about Women's Ease of Being Misled Predict Negotiator Deception (2014, unknown): “Deception distorts targets’ beliefs about their counterpart’s interests, influences their decision making, and harms their profits, while raising those of deceivers (Schweitzer et al., 2005).”
ARTICLES: Validation of Ethical Decision Making Measures: Evidence for a New Set of Measures (2006, unknown): “In the case of the social psychological variables, these dimensions included (a) involving others, (b) retaliation, (c) deception, (d) active involvement, (e) avoidance of responsibility, (f) selfishness, and (g) close self to future decision/actions (Anderson, 2003; Beu et al., 2003; Darke & Chaike”