Lambs Among Lions? The Impact of Ethical Ideology on Negotiation Behaviors and Outcomes

Bibliographic Data

ID12618855
AuthorsParks Parks (Washington University in St. Louis, corresponding author), Banas Banas (Washington University in St. Louis)
Year2002
Volume7
Issue2
Pages235-260
Publication date2002-01-01
Open AccessNo
TypeARTICLE
VenueInternational Negotiation (JOURNAL)
Journal identifiersISSN: 1382-340X • E-ISSN: 1571-8069
PublisherBrill (PUBLISHER • NL)
DOI10.1163/138234002761384981
OpenAlexW1591874882
LanguageEN
Citations received1
References cited8

Relationships between individuals' ethical orientations (classified on dimensions of idealism and relativism), their negotiation strategies, their views of ethically ``marginal'' tactics, and their outcomes in dyadic negotiation are examined. Results indicate a relationship between ethical orientation and negotiation strategy. Specifically, absolutists (high on idealism, low on relativism) tended to employ more assertive negotiation strategies than did those of other ethical orientations. Individuals in no one category of ethical ideology outperformed those in any other category in terms of integrativeness of agreements or outcomes. Absolutists viewed ethically questionable tactics as less acceptable, whereas subjectivists found them more acceptable. We found that individuals less accepting of questionable tactics (``lambs''), who negotiated against those more accepting of such tactics (``lions''), were able to achieve better outcomes and a greater percentage of joint outcomes

Epistemology · Idealism · Ideology · Negotiation · Political science · Politics · Relativism · Sociology · Conflict Management and Negotiation · Ethics in Business and Education · Forgiveness and Related Behaviors · Law · Philosophy · Psychology · Social Psychology

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