An Exploration of Factors Influencing Ethical and Unethical Behavior in Negotiations

Gregory Perry, Patricia A. Duffy, Clair J. Nixon and Lindon Robison

Journal of Agricultural and Applied Economics, 2005, vol. 37, issue 1, 1-20

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 were consistently less willing to use questionable ethics in negotiation. The size of the individual's hometown and family income had no clear impact on ethical attitudes in negotiations.

Date: 2005
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