谈判者的个性和社会人口学因素对其不道德谈判策略认知的影响

IF 2 4区 管理学 Q3 BUSINESS
Hamida Skandrani, Lilia Fessi, Riadh Ladhari
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引用次数: 0

摘要

抽象的目的;这项研究旨在检验谈判者的个人特征(性格、性别、年龄和经验)对他对不道德谈判策略的看法的影响。设计/方法/方法;一项对220名直接参与组织谈判过程和活动的中层管理人员和首席执行官(ceo)进行的调查。首先进行成分因子分析(CFA)。采用多元回归分析和方差分析对研究假设进行检验。研究结果;研究表明,具有高度“经验开放性”的谈判者认为使用“传统的竞争性议价”和“不适当的信息收集”是合乎道德的。然而,“认真”的谈判者认为使用“虚假陈述信息”和“不适当的信息收集”是不道德的。此外,“亲和性”高的谈判者认为使用“虚假陈述信息”是不恰当的。与男性相比,“虚假信息”被认为更不适合女性。最后,年长和经验丰富的谈判者比年轻和经验不足的谈判者更认为“不适当的信息收集”是不道德的。研究局限性/意义;这项研究衡量的是人们的看法,而不是实际行为。实际意义;研究结果可以帮助公司在社会人口变量方面确定更合适的概况,以及与利益相关者谈判相关的职位的个性特征,特别是对于那些具有更长期方向的人。社会影响;认识到企业对社会作出重要贡献的潜力,以及商业道德对包括企业管理者在内的人们日常生活的巨大影响,有助于更好地掌握有助于减少不道德行为的因素,并在全球对商业道德日益增长的需求中培育商业文化。谈判者也不例外。因此,确定哪些人格特征可能使谈判者倾向于支持不道德的谈判策略,可能有助于制定适合的培训计划,以产生符合道德谈判原则的有利倾向。这似乎是有可能的,因为最近的研究表明,在实施一些特定的行为后,性格特征可能会发生变化。创意/值;据我们所知,这项研究是少数几个考察谈判者的个性特征和他的社会人口变量对他对谈判策略适当性的看法的影响的研究之一。在学者们对人格在谈判过程、道德/不道德行为和结果中的重要影响长期持怀疑态度之后,这项研究与重新考虑人格在谈判过程、道德/不道德行为和结果中的作用的呼吁是一致的。
本文章由计算机程序翻译,如有差异,请以英文原文为准。
The Impact of the Negotiators’ Personality and Socio-Demographic Factors on Their Perception of Unethical Negotiation Tactics
ABSTRACT Purpose; The study aims to examine the impact of a negotiator’s profile (personality, gender, age and experience) on his perception of unethical negotiation tactics. Design/methodology/approach; A survey has been conducted among 220 middle manager employees and chief executive officers (CEOs) who are directly involved in the negotiation processes and activities for their organizations. A component factor analysis (CFA) was first performed. Then, a multiple regression analysis and ANOVA analysis were conducted to test the study hypotheses. Findings; The study suggests that negotiators with a high level of ‘openness to experience’ perceive the use of ‘traditional competitive bargaining’ and ‘inappropriate information gathering’ as ethical. However, ‘conscientious’ negotiators perceive the use of ‘misrepresentation of information’ and ‘inappropriate information gathering’ as unethical. In addition, negotiators with a high level of ‘agreeableness’ perceive the use of ‘misrepresentation of information’ as inappropriate. ‘Misrepresentation of information’ was perceived as more inappropriate for women than for men. Finally, older and highly experienced negotiators perceive ‘inappropriate information gathering’ as unethical more than younger and less experienced ones. Research limitations/implications; The study measures perceptions rather than actual behavior. Practical implications; The study findings could help firms to identify the more suitable profiles in terms of socio-demographic variables and also personality traits for positions related to negotiation with their stakeholders, especially for those with more long-term orientations. Social implications; Recognizing the potential of businesses to provide an important contribution to society and the large influence of business ethics in people’s everyday lives, including business managers’, trigger a better grasp of the factors that help alleviate unethical practices and that nurture a business culture embedded in an increasing demand for business ethics worldwide. Negotiators are not the exception. Hence, identifying which personality traits are likely to predispose negotiators to endorse unethical negotiation tactics may help shape training programs suitable to produce favorable inclinations to comply with ethical negotiations’ principles. This seems to be possible, on the face of the recent findings suggesting the likelihood of personality traits changes, following the implementation of some particular actions. Originality/value; To the best of our knowledge, this study is among the few that examine the impact of the negotiator’s personality traits and his socio-demographic variables on his perception of the appropriateness of negotiation tactics. This study is in line with calls to reconsider the role that personality plays in negotiation processes, ethical/unethical behavior and outcomes, after a long period of skepticism among scholars as to its significant impact.
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来源期刊
CiteScore
2.20
自引率
35.70%
发文量
22
期刊介绍: The Journal of Business-to-Business Marketing® encourages diversity in approaches to business marketing theory development, research methods, and managerial problem solving. An editorial board comprised of outstanding, internationally recognized scholars and practitioners ensures that the journal maintains impeccable standards of relevance and rigorous scholarship. The Journal of Business-to-Business Marketing features: •basic and applied research that reflects current business marketing theory, methodology, and practice •articles from leading researchers covering topics of mutual interest for the business and academic communities
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