Journal of Business Ethics

, Volume 142, Issue 1, pp 169–183 | Cite as

Effects of Implicit Negotiation Beliefs and Moral Disengagement on Negotiator Attitudes and Deceptive Behavior



In three studies, we examined the relationship between implicit negotiation beliefs, moral disengagement, and a negotiator’s ethical attitudes and behavior. Study 1 found correlations between an entity theory that negotiation skills are fixed rather than malleable, moral disengagement, and appropriateness of marginally ethical negotiation tactics. Mediation analysis supported a model in which moral disengagement facilitated the relationship between entity theory and support for unethical tactics. Study 2 provided additional support for the mediation model in a sample of MBA students, whereby predispositions to morally disengage mediated the effect of dispositional entity beliefs on unethical behavior in a negotiation exercise. In study 3, we manipulated implicit beliefs prior to a negotiation simulation and found that entity beliefs predict deception through two sequential mediators, extreme opening bids and state moral disengagement.


Implicit negotiation beliefs Moral disengagement Deception Negotiator attitudes Ethics in negotiation 


Compliance with Ethical Standards

Conflict of interest

The data collection procedures reported in this manuscript were approved by the York University Ethics Review Committee. Informed consent was obtained by all human subjects, in accordance with the ethical standards laid down in the 1964 Declaration of Helsinki.


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Copyright information

© Springer Science+Business Media Dordrecht 2015

Authors and Affiliations

  1. 1.Schulich School of BusinessYork UniversityTorontoCanada

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