Feeling Competitiveness or Empathy Towards Negotiation Counterparts Mitigates Sex Differences in Lying.
Saved in:
| Title: | Feeling Competitiveness or Empathy Towards Negotiation Counterparts Mitigates Sex Differences in Lying. |
|---|---|
| Authors: | Pierce, Jason R.1 (AUTHOR) jrpierc2@uncg.edu, Thompson, Leigh2 (AUTHOR) |
| Source: | Journal of Business Ethics. Jun2022, Vol. 178 Issue 1, p71-87. 17p. 1 Chart, 4 Graphs. |
| Subject Terms: | *Competition (Psychology), *Empathy, Economic competition, Gender differences (Psychology), Truthfulness & falsehood, Negotiation |
| Abstract: | Men typically express more willingness than women to perpetrate fraudulent acts like lying in negotiations. However, women express just as much willingness in some cases. We develop and test a theory to explain these mixed findings. Specifically, we hypothesize that situational cues that bring about competitive or empathic feelings mitigate sex differences in lying to negotiation counterparts. Results from four experiments confirm our hypotheses. Experiment 1 showed that men and women express equal willingness to lie when negotiating with counterparts toward whom they felt either great competitiveness or empathy. Experiment 2 extended these results by confirming that men only express more willingness to lie absent competitive or empathic feelings towards a counterpart. Experiments 3 and 4 demonstrated that inducing competitive or empathic feelings toward a counterpart eliminated sex differences in lying by leading women to lie more and men to lie less, respectively. Overall, our results suggest that the extent to which negotiators experience competitive or empathic feelings play important roles in whether sex differences in lying in negotiations emerge. [ABSTRACT FROM AUTHOR] |
| Copyright of Journal of Business Ethics is the property of Springer Nature and its content may not be copied or emailed to multiple sites without the copyright holder's express written permission. Additionally, content may not be used with any artificial intelligence tools or machine learning technologies. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.) | |
| Database: | Education Research Complete |
|
Full text is not displayed to guests.
Login for full access.
|
|
| Abstract: | Men typically express more willingness than women to perpetrate fraudulent acts like lying in negotiations. However, women express just as much willingness in some cases. We develop and test a theory to explain these mixed findings. Specifically, we hypothesize that situational cues that bring about competitive or empathic feelings mitigate sex differences in lying to negotiation counterparts. Results from four experiments confirm our hypotheses. Experiment 1 showed that men and women express equal willingness to lie when negotiating with counterparts toward whom they felt either great competitiveness or empathy. Experiment 2 extended these results by confirming that men only express more willingness to lie absent competitive or empathic feelings towards a counterpart. Experiments 3 and 4 demonstrated that inducing competitive or empathic feelings toward a counterpart eliminated sex differences in lying by leading women to lie more and men to lie less, respectively. Overall, our results suggest that the extent to which negotiators experience competitive or empathic feelings play important roles in whether sex differences in lying in negotiations emerge. [ABSTRACT FROM AUTHOR] |
|---|---|
| ISSN: | 01674544 |
| DOI: | 10.1007/s10551-021-04776-6 |
