We use a social-cognitive framework to explain gender differences in ethics. * Women more strongly internalize moral traits in their identities than do men. * Women's stronger moral identities suppress unethical negotiating behavior. * Financial incentives increase women's but not men's unethical negotiating behavior.
A social-cognitive approach to understanding gender differences in negotiator ethics: The role of moral identity
2017
Article (Journal)
English
Gender and Negotiator Competitiveness: A Meta-analysis
Online Contents | 1998
|"Inside Information" and Negotiator Decision Behavior
Online Contents | 1994
|The Role of Negotiator Aspirations and Settlement Expectancies in Bargaining Outcomes
Online Contents | 1994
|Enhanced Maritime Situation Awareness with Negotiator Agents
British Library Conference Proceedings | 2006
|