Ethical Marginal Tactics and Developing the Sins Scale: Incorporating an Australian Perspective

8 Pages Posted: 7 Jun 2003

See all articles by Cheryl Rivers

Cheryl Rivers

Queensland University of Technology - School of International Business

Anne L. Lytle

Melbourne Business School - University of Melbourne

Michael J.V. Hudson

ENS International

Abstract

This study seeks to extend understanding of the types of ethically marginal tactics (EMTs) used by negotiators in a formal negotiation. The five types of EMTs proposed by Robinson, Lewicki, & Donahue (2000) in their SINS scale and the two additional types of emotional EMTs recently added by Barry, Fulmer et al. (2002) are compared to the typologies of deceptive behaviour described in the communication literature and workplace deviance literature. From this an a priori typology of EMTs is proposed, tested and refined through two expert coding exercises and the results used to develop a scale of EMTs that is pilot tested in Australia. An outcome of the scale development process is the recognition that when comparing groups' perceptions of ethical appropriateness of EMTs it is necessary to compare groups at the individual tactic level rather than aggregating or averaging items together at the type level since each theoretically distinct type can cover tactics with different degrees of perceived appropriateness and if aggregated or averaged, could mask differences between groups. We discuss future development of the instrument so that it can be used in different cultures.

Keywords: Negotiation Ethics, Ethically Marginal Tactics

Suggested Citation

Rivers, Cheryl and Lytle, Anne Louise and Hudson, Michael John Varley, Ethical Marginal Tactics and Developing the Sins Scale: Incorporating an Australian Perspective. 16th Annual IACM Conference Melbourne, Australia. Available at SSRN: https://ssrn.com/abstract=400700 or http://dx.doi.org/10.2139/ssrn.400700

Cheryl Rivers (Contact Author)

Queensland University of Technology - School of International Business ( email )

Brisbane, Queensland 4001
Australia

Anne Louise Lytle

Melbourne Business School - University of Melbourne ( email )

200 Leicester Street
Carlton, VIC 3053
Australia
+614-402-336-723 (Phone)
+612-9904-4646 (Fax)

Michael John Varley Hudson

ENS International ( email )

East Sydney NSW 2010
United Kingdom

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