Losses and Lies: The Effects of Framing on Negotiator Ethics
Posted: 10 Nov 2008
Date Written: November 9, 2008
Abstract
We find that negotiators behave less ethically when they perceive the outcome of the negotiation to be a potential loss instead of a potential gain. Furthermore, negotiators assess the outcome of the negotiation to be more important and the future relationship with the other party to be worse, in the loss condition. We tie these findings to the deep literature on Prospect Theory and the nascent literature on behavioral ethics.
Suggested Citation: Suggested Citation
Kern, Mary (Molly) C. and Chugh, Dolly, Losses and Lies: The Effects of Framing on Negotiator Ethics (November 9, 2008). IACM 21st Annual Conference Paper, Available at SSRN: https://ssrn.com/abstract=1298643
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