Extending and testing a five factor model of ethical and unethical bargaining tactics: introducing the SINS scale

Using a questionnaire derived from previous research, MBA students in a semester-long negotiation course rated 30 deceptive negotiation tactics on a 7-point appropriate-inappropriate scale. Factor analysis of these ratings yielded five primary factors (replicating previous findings) representing a l...

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Veröffentlicht in:	Journal of organizational behavior 2000-09, Vol.21 (6), p.649-664
Hauptverfasser:	Robinson, Robert J., Lewicki, Roy J., Donahue, Eileen M.
Format:	Artikel
Sprache:	eng
Schlagworte:	Bargaining Business ethics Competition Constituents Deception Ethical behavior Ethics Factor analysis Five factor model Gender Graduate students Lying Measures Men Military tactics Misrepresentation Negotiation Negotiations Organizational behavior Professional ethics Questionnaires Simulation Sin Statistical analysis Students Studies Tactics
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