Institute of Business and Management
|Keywords:||道德強度;談判戰術;人格特質;Moral Intensity;Negotiation Tactics;Personality Characteristics|
Information plays a key role in achieving successful negotiations. To seek the success of negotiation, information unethical tactics are usually employed by negotiators. In this study, we examined the moderating effects of interdependent self-construal, locus of control, and two Chinese personality factors, ren-qing and face saving on the relationship between moral intensity of information unethical negotiation tactics and negotiators' ethical behavioral intentions. Results indicated that different information unethical tactics with different levels of moral intensity significantly affected the negotiators' behavioral intentions during negotiations. These effects were also differently moderated by the above-mentioned personality characteristics. Several managerial implications based on analytical results were also provided.
Journal of Management and Systems
|Appears in Collections:||Journal of Management and System|
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