Journal of Business Ethics

, Volume 142, Issue 1, pp 169–183

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


DOI: 10.1007/s10551-015-2800-4

Cite this article as:
Tasa, K. & Bell, C.M. J Bus Ethics (2017) 142: 169. doi:10.1007/s10551-015-2800-4


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 

Funding information

Funder NameGrant NumberFunding Note
Social Sciences and Humanities Research Council of Canada (CA)
  • 410-2010-2020

Copyright information

© Springer Science+Business Media Dordrecht 2015

Authors and Affiliations

  1. 1.Schulich School of BusinessYork UniversityTorontoCanada

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