Losses and Lies: The Effects of Framing on Negotiator Ethics

Posted: 10 Nov 2008

See all articles by Mary (Molly) C. Kern

Mary (Molly) C. Kern

Baruch College

Dolly Chugh

New York University (NYU) - Leonard N. Stern School of Business; New York University (NYU) - Department of Management and Organizational Behavior

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

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

Mary (Molly) C. Kern (Contact Author)

Baruch College ( email )

One Bernard Baruch Way
Box B9-240
New York, NY 10010
United States
646.312.3673 (Phone)

Dolly Chugh

New York University (NYU) - Leonard N. Stern School of Business ( email )

44 West 4th Street
Suite 9-160
New York, NY NY 10012
United States

New York University (NYU) - Department of Management and Organizational Behavior ( email )

44 West 4th Street
New York, NY 10012
United States

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