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An Exploration of Factors Influencing Ethical and Unethical Behavior in Negotiations

Author

Listed:
  • Perry, Gregory M.
  • Duffy, Patricia A.
  • Nixon, Clair J.
  • Robison, Lindon J.

Abstract

The issue of ethics has received little notice in agricultural economics journals. This study utilized a survey technique to reveal the ethical attitudes among some 500 students at four Land Grant Universities. The data were analyzed using multiple regression techniques. Individuals negotiating with strangers were more willing to use questionable ethical tactics. Women, individuals who were cooperative rather than competitive in negotiation situations, and those who regularly attended religious services wer consistantly less willing to use questionable ethics in negotiation. The size of the individual's hometown and family income had no clear impact on ethical attidutes in regotiations.

Suggested Citation

  • Perry, Gregory M. & Duffy, Patricia A. & Nixon, Clair J. & Robison, Lindon J., 2005. "An Exploration of Factors Influencing Ethical and Unethical Behavior in Negotiations," Journal of Agricultural and Applied Economics, Southern Agricultural Economics Association, vol. 37(01), pages 1-20, April.
    • Handle: RePEc:ags:joaaec:43627
    DOI: 10.22004/ag.econ.43627
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    References listed on IDEAS

    as
    1. Kahneman, Daniel & Knetsch, Jack L & Thaler, Richard H, 1986. "Fairness and the Assumptions of Economics," The Journal of Business, University of Chicago Press, vol. 59(4), pages 285-300, October.
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    More about this item

    Keywords

    Institutional and Behavioral Economics;

    JEL classification:

    • K4 - Law and Economics - - Legal Procedure, the Legal System, and Illegal Behavior
    • M1 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration
    • Z0 - Other Special Topics - - General

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