Journal ArticleDOI
Moral emotions and unethical bargaining: The differential effects of empathy and perspective taking in deterring deceitful negotiation.
TLDR
In this article, personality differences in empathy and perspective taking differentially relate to disapproval of unethical negotiation strategies, such as lies and bribes, and the comparatively private nature of the sin of false promises suggests that private ethical breaches are more likely to be deterred by anticipated guilt.Abstract:
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 empathyread more
Citations
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Journal ArticleDOI
Getting to Yes: Negotiating Agreement without Giving in
TL;DR: In this article, the authors present the Getting to Yes: Negotiating Agreement without Giving in, which is a case study of negotiation without giving in in the QM field.
Journal ArticleDOI
Un)ethical behavior in organizations.
TL;DR: This review spotlights research related to ethical and unethical behavior in organizations and discusses recent advances in the field, proceeding from a more macro to a more micro view on (un)ethical behavior and covering ethical infrastructures, interpersonal influences, individual differences, and cognitive and affective processes.
Journal ArticleDOI
Introducing the GASP Scale: A New Measure of Guilt and Shame Proneness
TL;DR: The Guilt and Shame Proneness Scale (GASP) as discussed by the authors measures individual differences in the propensity to experience guilt and shame across a range of personal transgressions, and the GASP contains two guilt subscales that assess negative behavior-evaluations and repair action tendencies following private transgressions and two shame subscales which assess negative selfevaluations (NSEs) and withdrawal action tendency following publically exposed transgressions.
Journal ArticleDOI
Feelings that Make a Difference: How Guilt and Pride Convince Consumers of the Effectiveness of Sustainable Consumption Choices
Paolo Antonetti,Stan Maklan +1 more
TL;DR: This article found that feelings of guilt and pride, activated by a single consumption episode, can regulate sustainable consumption by affecting consumers' general perception of effectiveness, and that consumers who believe that their decisions can significantly affect environmental and social issues are more likely to behave sustainably.
Journal ArticleDOI
A meta-analysis on gender differences in negotiation outcomes and their moderators.
Jens Mazei,Joachim Hüffmeier,Philipp Alexander Freund,Alice F. Stuhlmacher,Lena Bilke,Guido Hertel +5 more
TL;DR: Moderator analysis revealed that gender differences favoring men were reduced when negotiators had negotiation experience, when they received information about the bargaining range, and when they negotiated on behalf of another individual.
References
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Journal ArticleDOI
Measuring individual differences in empathy: Evidence for a multidimensional approach.
TL;DR: In this paper, the authors used the Interpersonal Reactivity Index (IRI) to facilitate a multidimensional approach to empathy, which includes four subscales: Perspective-Taking (PT), Fantasy (FS), Empathic Concern (EC), and Personal Distress (PD).
A multidimensional approach to individual differences in empathy
Matthew Davis,Monique G. Davis,M. Edward Davis,Mark E. Davis,Mark Mitchell Davis,MM Davis,Mdp Davis,Frederick B. Davis,H. Davis,I. W. Davis +9 more
TL;DR: In this paper, the development of a multidimensional individual difference measure of empathy is described, which consists of four seven-item subscales, each of which taps a separate aspect of the global concept "empathy."
Book
Getting to Yes: Negotiating Agreement Without Giving in
TL;DR: The world's bestselling guide to negotiation is the Getting to Yes as mentioned in this paper, which simplifies the whole negotation process, offering a highly effective framework that will ensure success, including principles such as: Don't bargain over positions Separate the people from the problem and insist on objective criteria.
Journal ArticleDOI
The Relation of Empathy to Prosocial and Related Behaviors
Nancy Eisenberg,Paul A. Miller +1 more
TL;DR: Low to moderate positive relations generally were found between empathy and both prosocial behavior and cooperative/socially competent behavior and the method of assessing empathy did influence the strength of the relations.
Journal ArticleDOI
Moral emotions and moral behavior
TL;DR: This chapter reviews current theory and research on moral emotions and focuses on a triad of negatively valenced "self-conscious" emotions-shame, guilt, and embarrassment.