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.


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    Title :

    A social-cognitive approach to understanding gender differences in negotiator ethics: The role of moral identity




    Publication date :

    2017




    Type of media :

    Article (Journal)


    Type of material :

    Print


    Language :

    English



    Classification :

    Local classification FBW:    oek 7550
    BKL:    77.93 Angewandte Psychologie



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