Two parts truth, one part lies: Microethical judgments in negotiation

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In advancing their economic goals, negotiators may choose to follow a more or less ethical path. Although a less ethical path might advance economic goals, it incurs reputational and relational costs both for negotiators and their organisations. Whether negotiators choose the more or less ethical path is determined by their moral intent: the relative weight that they place on fairness and justice, or on maximising their economic outcomes. Using an interactionist approach to ethical decision-making, this research investigates how three kinds of variables – individual cognition, social perception, social context – combine to affect moral intent and steer negotiators to more or less ethical negotiation strategies.