Why Financial Executives Do Bad Things: The Effects of the Slippery Slope and Tone at the Top on Misreporting Behavior

Journal of Business Ethics - While there is an extensive body of literature about the impact of sharing physical space on ethical consumption, and a growing body of literature that addresses the...     

Winning Versus not Losing: Exploring the Effects of In-Game Advertising Outcome on its Effectiveness

Prior literary works on product placement in games predominantly focus on a host of game and brand characteristics to eventually explore their effects on consumers' psychological responses and behavior. One primary facet of in-game advertising (IGA) that has largely been ignored is game outcome in terms of winning and losing and its effect on consumers' nature of information processing. This article explores the effect of IGA outcome and performance feedback shown to players on their motivation expressed in terms of induced regulatory focus. Further, the effects of regulatory focus are examined on players' implicit and explicit memory, game and brand attitude, and emotions. A conceptual framework highlighting afore-mentioned relationships is developed and empirically tested which reveals that IGA outcome and performance feedback in the form of game messages plays a major role in explaining players' motivation which in turn also affects their memory and attitude. Managerial implications, limitations, and scope for future research are also discussed.     

Going Down the Slippery Slope of Legitimacy Lies in Early-Stage Ventures: The Role of Moral Disengagement

Journal of Business Ethics - Aristotle’s philosophical insights into ethics, wisdom and practice have drawn the attention of scholars. In the current professional context where ethics are...     

Alternative Negotiating Conditions and the Choice of Negotiation Tactics: A Cross-cultural Comparison

The growth in international trade in recent years necessitates a better understanding of customs and expectations in cross-cultural negotiations. While several researchers have sought to examine and detail the similarities and differences between select countries, their data have generally been obtained under neutral or unspecified negotiating conditions. However, issue importance, opponent (prowess, ethical reputation), and context (location, confederate awareness, urgency) can play a significant role in the use of negotiating tactics. This paper describes a study comparing the perceptions of one hundred and forty-two current and future business professionals from two emerging trade partners, Brazil and the United States, regarding the appropriateness and likely use of five categories of negotiation tactics under seven challenging or unfavorable negotiating conditions commonly faced by negotiators. The results indicate an overall conditional effect for both attitudes (perceived appropriateness) and intentions (likelihood of use). In addition, while no significant difference in perceived appropriateness was found due to country, there were differences in likely use due to country for six conditions-behaviors.     

Your Good Name: The Relationship Between Perceived Reputational Risk and Acceptability of Negotiation Tactics

Reputation serves important functions in social interactions. As a result, negotiators should be concerned about protecting their reputations. Using an online experiment with 343 respondents, we examined the impact of perceived reputational risk on the acceptability of potentially questionable tactics. Consistent with and extending previous findings, we found that, the more reputational risk negotiators perceive, the less acceptable they find the tactics to be. In addition, in the business negotiation context, females generally viewed questionable tactics as more reputationally risky and consequently less acceptable than did males, especially when they were primed to think of themselves as being powerful. We end our paper with discussions on contributions and implications of the findings.     

The Effects of Framing on Inter-group Negotiation

The present paper explores the way in which groups cognitively represent information framed as danger and the way in which such collective cognitive representations influence group performance during inter-group negotiations. One hundred and two participants were distributed over 34 three-person groups and were involved in a negotiation game developed by Lewicki et al. (1999, Negotiation: readings, exercises and cases. McGraw-Hill, Boston). The groups were organized in 17 pairs and each pair played the negotiation game in two rounds. The game rules and the available resources were the same for both groups, but one of the groups in each pair received the game information framed as “danger”, while the other group in the pair received a neutral framing. The groups with a “danger” frame developed a more defensive strategy during negotiations, adopted more often a collaborative approach and had a significantly lower performance as compared to the groups in the non-framing condition.     

The Effects of Multimedia Communication on Web-Based Negotiation

With the rapid growth of electronic commerce, there is growing demand forremote online negotiations. Although the Internet now enables audio and video communication, most Web-based negotiation systems are still text-based. There is, however, a lack of research on the effects of multimedia on remote negotiations. In this paper, we present a theoretical model to investigate the impacts of multimedia communication in an online negotiation setting. The constructs in our model include communication efficiency, communication effectiveness, and positive and negative social-emotional communication. Through a simulated house purchasing negotiation experiment, we study how different multimedia combinations (text only; text with audio; text with audio and video) affect our constructs and thus further influence negotiation results. Our results showed that both text with audio and text with audio and video communication were significantly preferred to text alone. However, the addition of video to text and audio communication in a negotiation environment was not found to be beneficial. It did not significantly improve communication efficiency, effectiveness or positive social-emotional communication, but distracted negotiators from focusing on the negotiation task. Our analysis also revealed that the communication efficiency construct did not correlate with the perceived success of the negotiation solution; however communication effectiveness and social-emotional communication did correlate with negotiation satisfaction.     

The Impact of Time Pressure and Information on Negotiation Process and Decisions

The amount of time available to reach an agreement, information about a negotiator's own position, and information about the opponent's position were manipulated in a simulated contract negotiation. As in decision making research, time pressure in negotiation was expected to decrease response time and change response strategy. Information was expected to be an advantage to negotiators when clarifying their preferences but a disadvantage if information about competing opponent interests was present. Results supported this expectation. Different patterns of concessions and in concessions and inconsistencies were found under high and low time pressure and type of information.     

发展中国家在WTO新一轮回合 贸易与环境议题上的谈判策略初探

<正> 伴随着近年来全球范围保护消费者知情权和选择权浪潮的兴起,目前环境保护的外延已逐步扩大,包含了对消费者人体健康的保护。在 WTO 及其前身 GATT 共五十余年的历史上没有真正讨论并制订出一个规范贸易与环境关系问题的具体协议。尤其对很多发展中国家而言,这个问题还很陌生。本文将着重探讨发展中国家在 WTO 新一轮回合贸易与环境议题上的基本立场和具体谈判策略,以期对我国“入世”后参加 WTO 新一轮回合谈判有所裨益。     

中澳自由贸易谈判中的竞争性和互补性分析

中澳自由贸易协定的谈判从2005年4月18日起正式启动,目前双方已经进行了三轮谈判。双边自由贸易的实现将是一个艰苦而漫长的过程,本文从中国和澳大利亚两国贸易关系的竞争性与互补性分析入手,阐述了签订自由贸易协定可能对两国经济发展带来的影响,并根据上述分析提出了相应的政策建议。     

Effects of Product Option Framing and Temporal Distance on Consumer Choice: The Moderating Role of Process versus Outcome Mental Simulations

This research demonstrates that the type of product option framing (additive vs. subtractive) and the temporal distance between an option choice and later buying behavior can influence decision difficulty. In two studies, the authors show that consumers who engage in additive option framing experience greater difficulty in making decisions for the near future than for the distant future, whereas consumers who engage in subtractive option framing experience greater difficulty in making decisions for the distant future than for the near future. In addition, by using theories of mental simulation, the authors show that communication strategies that promote process simulations for distant‐future choices in the subtractive option framing condition and those that promote outcome simulations for near‐future choices in the additive option framing condition are most effective in reducing decision difficulty. These effects hold across varying product categories and varying option prices.     

多哈回合谈判的前景:基于WTO谈判的博弈模型

本文揭示出参与WTO实质谈判和激烈讨价还价的是少数几个跨国集团联盟。本文利用博弈论作为理论框架,构建一个简单的博弈学习模型研究多边贸易谈判的未来前景。本文认为,如果初始阶段各个集团内部同时有强硬派和温和派,那么随着时间的推移,双方的强硬派会逐渐增多,当双方都是由强硬派谈判官员构成的时候,博弈结束,最终参与方不会达成任何协议。现在多边贸易谈判受挫的主要原因是谈判各方对农业利益持有不同的观点,谈判恢复和协议的最终达成依赖于各方对农业生产者利益的让步。     

非农产品市场准入谈判进程和发展前景

非农产品市场准入谈判是多哈回合谈判的新议题，至今尚未达成协议，但形成了“制定非农产品市场准入模式的框架”。非农产品贸易自由化从短期看，可能对一国特别是发展中国家的国际收支产生影响，从长期看，对发展中贸易大国工业化的实现产生重大影响。因此，发展中成员要充分利用最后的谈判机会，形成有利于发展中成员发展的非农产品市场准入协议。     

The Effects of Personalised Negotiation Training on Learning and Performance in Electronic Negotiations

Individuals have different learning styles and thus require different methods for knowledge acquisition. Whereas learning theories have long acknowledged this fact, personalised negotiation trainings especially for electronic negotiations have rarely been developed. This paper integrates learning styles and negotiation styles and reports on an implementation of this integration. We will discuss personalised negotiation trainings, namely an enactive training and a vicarious training, that we developed to match the learners’ learning styles. Such a matching is proposed to be beneficial regarding learning outcomes. Furthermore, positive effects on the dyadic negotiation outcomes are assumed. To this end, an experiment with participants from different European countries was conducted. The results show tendencies that personalised negotiation trainings lead to better skill acquisition during the training and also to fairer negotiation outcomes. Overall, this paper contributes an integration of the theories on individual differences from the domains of negotiation and learning as well as valuable insights for further experiments on individual differences in negotiations.     

Negotiator Relationships: Construct Measurement, and Demonstration of Their Impact on the Process and Outcomes of Negotiation

The study of negotiations is giving increasing attention to relationships between the negotiating parties. This study describes the development of a multidimensional index to measure the strength of the various facets of relationships. Results from a laboratory study that used this instrument show that cohesive relationships encourage information-sharing and discourage use of coercive tactics, both of which have direct or indirect effects on the attainment of integrative outcomes, negative affect, and the negotiators' ongoing relationship.     

Gamification of Electronic Negotiation Training: Effects on Motivation,Behaviour and Learning

Group Decision and Negotiation - Organisations are involved in various types of negotiation. As digitalisation advances, such business negotiations are to a large extent electronic negotiations....     

The Effect of Feedback on Process and Outcome of Loan Negotiations: Consequences on Risk Aversion and the Willingness to Compromise

We examined the influence of feedback regarding alternatives on risk aversion and willingness to compromise in student loan negotiations. In a simulated negotiation, participants in the roles of bank advisors and clients received feedback about alternative offers either only after an impasse of the negotiation, or regardless of outcome. When receiving feedback only after an impasse, participants tried to avoid the regret-eliciting feedback and therefore set less ambitious goals and showed higher willingness to compromise. In particular, they set a less ambitious reservation price and estimated a less beneficial ‘best alternative to negotiated agreement’. When analyzing the process of the negotiation, we found that they made less favorable offers more quickly and arrived at less favorable final offers. They sacrificed their previously set goals by violating their reservation prices and underbidding their estimated ‘best alternative to negotiated agreement’ more often. Therefore, they showed a higher potential for agreement with the other party, but at the cost of less favorable outcomes. Results indicate that anticipated regret could contribute to suboptimal negotiation outcomes in the context of student loans, which might lead to long term dissatisfaction.     

Negotiation in Strategy Making Teams: Group Support Systems and the Process of Cognitive Change

This paper reports on the use of a Group Support System (GSS) to explore at a micro level some of the processes manifested when a group is negotiating strategy—processes of social and psychological negotiation. It is based on data from a series of interventions with senior management teams of three operating companies comprising a multi-national organization, and with a joint meeting subsequently involving all of the previous participants. The meetings were concerned with negotiating a new strategy for the global organization. The research involved the analysis of detailed time series data logs that exist as a result of using a GSS that is a reflection of cognitive theory.