Moral Emotions and Unethical Bargaining: The Differential Effects of Empathy and Perspective Taking in Deterring Deceitful Negotiation
Moral Emotions and Unethical Bargaining: The Differential Effects of Empathy and Perspective Taking in Deterring Deceitful Negotiation
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DOI：
10.1007/s10551-009-0338-z
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发表时间：
2010-07-01
影响因子：
6.1
通讯作者：
Cohen, Taya R.
中科院分区：
文献类型：
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作者：
Cohen, Taya R.
两项相关性研究测试了同理心和观点采择方面的个性差异是否与不道德谈判策略（如谎言和贿赂）的反对有关。在这两项研究中，共情，而不是观点采择，阻止攻击对手的网络，歪曲，不适当的信息收集，和假装的情绪来操纵对手。这些结果表明，共情比换位思考更有可能阻止不道德的讨价还价。研究2还测试了内疚倾向和羞耻倾向的个体差异是否会抑制对不道德谈判策略的认可。内疚倾向预测不赞成虚假承诺和歪曲。当内疚倾向被纳入分析时，移情并不能预测对虚假承诺的反对。虚假承诺罪的相对私人性质表明，私人道德违规更有可能被预期的内疚所阻止，而具有明确人际后果的道德违规更有可能被移情所阻止。
Two correlational studies tested whether personality differences in empathy and perspective taking differentially relate to disapproval of unethical negotiation strategies, such as lies and bribes. Across both studies, empathy, but not perspective taking, discouraged attacking opponents' networks, misrepresentation, inappropriate information gathering, and feigning emotions to manipulate opponents. These results suggest that unethical bargaining is more likely to be deterred by empathy than by perspective taking. Study 2 also tested whether individual differences in guilt proneness and shame proneness inhibited the endorsement of unethical bargaining tactics. Guilt proneness predicted disapproval of false promises and misrepresentation. Empathy did not predict disapproval of false promises when guilt proneness was included in the analysis. The comparatively private nature of the sin of false promises suggests that private ethical breaches are more likely to be deterred by anticipated guilt, while ethical breaches with clear interpersonal consequences are more likely to be deterred by empathy.