A social-cognitive approach to understanding gender differences in negotiator ethics: The role of moral identity

Kennedy, J A, Kray, L J and Ku, G (2017) A social-cognitive approach to understanding gender differences in negotiator ethics: The role of moral identity. Organizational Behavior and Human Decision Processes, 138. pp. 28-44. ISSN 0749-5978 OPEN ACCESS


To date, gender differences in ethics have received little theoretical attention. We utilize a social-cognitive framework to explain why these differences emerge and when women engage in less unethical negotiating behavior than do men. We propose that, relative to men, women’s stronger moral identities suppress unethical negotiating behavior. Study 1 establishes a gender difference in moral identity strength through a meta-analysis of over 19,000 people. Study 2 observes gender differences in two aspects of negotiator ethics – moral disengagement and opportunism. Study 3 establishes moral identity strength as an antecedent to negotiator ethics. Finally, Studies 4 and 5 explore financial incentives as a situational moderator. Because financial incentives temporarily decrease the salience of moral identity, they could mitigate gender differences in negotiator ethics, leading women to act more like men. Across both studies, financial incentives impacted women’s (but not men’s) unethical negotiating behavior. Our findings help to explain why and when gender differences in ethics emerge.

More Details

Item Type: Article
Subject Areas: Organisational Behaviour
Additional Information:

© 2016 Elsevier. This manuscript version is made available under the CC-BY-NC-ND 4.0 license http://creativecommons.org/licenses/by-nc-nd/4.0

Date Deposited: 28 Nov 2016 16:15
Date of first compliant deposit: 25 Nov 2016
Subjects: Ethics
Negotiation (Communication skills)
Last Modified: 27 May 2024 01:30
URI: https://lbsresearch.london.edu/id/eprint/736

Export and Share


Accepted Version - Text
  • Available under License


View details on Dimensions' website

Downloads from LBS Research Online

View details

Actions (login required)

Edit Item Edit Item