Deceitful when insecure: The effect of self-efficacy beliefs on the use of deception in negotiations

Tipo
Artigos

Ano
22/10/2022

Linha de Pesquisa
Tomada de Decisão, Comportamento e Ética

Autor(es)
Filipe Sobral, Gustavo Moreira Tavares, Liliane Furtado, Urszula Lagowska, José Andrade Moura Neto

Orientador

https://doi.org/10.1111/beer.12493


Caso deseje uma cópia integral da tese/dissertação, por favor envie um e-mail para biblioteca@coppead.ufrj.br.

Business Ethics, the Environment & Responsibility, Vol. ahead-of-print No. ahead-of-print. Abstract: This article investigates if and how negotiators’ self-efficacy beliefs affect their use of deception in negotiation.  Specifically, we propose that self-efficacy can be inter-preted as a threat to self-concept, which encourages individuals to temporarily bypass self- regulatory obstacles by morally disengaging their cognitive moral filters, thereby enabling them to use deception in negotiation.  We test our hypotheses in three in-dependent experimental studies involving an interactive negotiation simulation, to-talizing 460 participants.  We find that negotiators with low self-efficacy regarding their negotiation abilities are more likely to use deception than those with high self- efficacy beliefs. Furthermore, we find that moral disengagement mediates the effects of self-efficacy on deception. Our findings suggest that self-efficacy plays a key role in shaping negotiators’ ethical behaviors and we identify the psychological mechanism underlying this relationship.

Keywords: deception, moral disengagement, negotiation, self-efficacy.

Tipo
Artigos

Ano
22/10/2022

Linha de Pesquisa
Tomada de Decisão, Comportamento e Ética

Autor(es)
Filipe Sobral, Gustavo Moreira Tavares, Liliane Furtado, Urszula Lagowska, José Andrade Moura Neto

Orientador

https://doi.org/10.1111/beer.12493


Caso deseje uma cópia integral da tese/dissertação, por favor envie um e-mail para biblioteca@coppead.ufrj.br.

Business Ethics, the Environment & Responsibility, Vol. ahead-of-print No. ahead-of-print. Abstract: This article investigates if and how negotiators’ self-efficacy beliefs affect their use of deception in negotiation.  Specifically, we propose that self-efficacy can be inter-preted as a threat to self-concept, which encourages individuals to temporarily bypass self- regulatory obstacles by morally disengaging their cognitive moral filters, thereby enabling them to use deception in negotiation.  We test our hypotheses in three in-dependent experimental studies involving an interactive negotiation simulation, to-talizing 460 participants.  We find that negotiators with low self-efficacy regarding their negotiation abilities are more likely to use deception than those with high self- efficacy beliefs. Furthermore, we find that moral disengagement mediates the effects of self-efficacy on deception. Our findings suggest that self-efficacy plays a key role in shaping negotiators’ ethical behaviors and we identify the psychological mechanism underlying this relationship.

Keywords: deception, moral disengagement, negotiation, self-efficacy.

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