Proceedings of the International Association for Business and Society

Volume 24, 2013

Proceedings of the Twenty-Fourth Annual Meeting

Marc-Charles “M-C” Ingerson, Bradley R. Agle, Katie A. Liljenquist
Pages 6-17

Negotiating Ethically
Resilience, Moral Identity, and Power in Negotiations

Everybody negotiates. But not everybody negotiates ethically. One driver of unethical negotiation behavior is power. Yet, we still haven’t discovered the principal moderating and mediating influences between power and ethical negotiation behavior. In this pair of experimental studies we’re interested in finding out how resilience and moral identity affect an individual’s ethical behavior in both simple and complex negotiations when primed for power.