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

在推进他们的经济目标时，谈判者可能会选择遵循或多或少的道德路径。尽管道德程度较低的路径可能会推进经济目标，但它会为谈判者及其组织带来声誉和关系成本。谈判者选择多少合乎道德的道路取决于他们的道德意图：他们对公平和正义的相对重视，还是对经济成果最大化的重视。本研究采用互动主义的伦理决策方法，探讨了个体认知、社会知觉和社会情境这三种变量如何联合收割机影响道德意图并引导谈判者采取或多或少的伦理谈判策略。

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.