Journal of Business Ethics

, Volume 17, Issue 6, pp 665–682

Ethical and Unethical Bargaining Tactics: An Empirical Study

  • Roy J. Lewicki
  • Robert J. Robinson

DOI: 10.1023/A:1005719122519

Cite this article as:
Lewicki, R.J. & Robinson, R.J. Journal of Business Ethics (1998) 17: 665. doi:10.1023/A:1005719122519


Competitive negotiators frequently use tactics which others view as "unethical", in that these tactics either violate standards of truth telling or violate the perceived rules of negotiation. This paper sought to determine how business students viewed a number of marginally ethical negotiating tactics, and to determine the underlying factor structure of these tactics. The factor analysis of these tactics revealed five clear factors which were highly similar across the two samples, and which parallel (to a moderate degree) categories of tactics proposed by earlier theory. Data from one sample also permitted comparisons of the appropriateness of certain tactics across gender, nationality, ethnic origin and perception of one's negotiating style.

Copyright information

© Kluwer Academic Publishers 1998

Authors and Affiliations

  • Roy J. Lewicki
  • Robert J. Robinson

There are no affiliations available