DRAWING THE LINE: AN EXPLORATORY TEST OF ETHICAL BEHAVIOR IN NEGOTIATIONS
- 1 March 1990
- journal article
- Published by Emerald Publishing in International Journal of Conflict Management
- Vol. 1 (3) , 265-280
- https://doi.org/10.1108/eb022683
Abstract
This is an empirical study of a business ethics issue. It examines the question of when an untrue statement in a negotiations context is considered unethical behavior. Four types of untrue statements are considered. A questionnaire was used to determine (1) if the types of untrue statements were distinct, (2) if they formed a continuum, and (3) whether the collective perspective of reasonable people was able to “draw a line” in such a continuum between ethical and unethical behavior. The results showed a consensus of moral intuition and the ability to draw a line between ethical and unethical behavior. Implications and future research directions are discussed.Keywords
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