Volume 24, 2013
Proceedings of the Twenty-Fourth Annual Meeting
Marc-Charles “M-C” Ingerson, Bradley R. Agle, Katie A. Liljenquist
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.