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Simões, E. & Monteiro, M.B. (2003). Effects of social context on the ethical acceptability of negotiation tactics . Première Biennale Internationale de la Négociation.

J. E. Silva and M. B. Monteiro,  "Effects of social context on the ethical acceptability of negotiation tactics ", in Première Biennale Int.e de la Négociation, Paris , 2003

@misc{silva2003_1716080299848,
	author = "Simões, E. and Monteiro, M.B.",
	title = "Effects of social context on the ethical acceptability of negotiation tactics ",
	year = "2003",
	howpublished = "Printed"
}

TY  - CPAPER
TI  - Effects of social context on the ethical acceptability of negotiation tactics 
T2  - Première Biennale Internationale de la Négociation
AU  - Simões, E.
AU  - Monteiro, M.B.
PY  - 2003
CY  - Paris 
AB  - Negotiations in organizational context are a fertile field for the occurrence of actions that may be considered  ethical inappropriate. recent research indicates that several organizational context factors influence the  way negotiators judge the ethical quality of negotiation behaviors. In this presentation, we discuss the effects of some social-organizational factors on the acceptability of main negotiation tactics . In the first study, a validation of Robinson et al.(200) model is attempted. Results from a sample of 198 Portuguese professional negotiators allowed us to propose an alternative factorial structure close to the original model. Moreover, The hypothesis of the existence of significant differences in the self-perceive acceptability of tactics associated to the negotiator social role ( buyer vs, seller)  is explored. results confirm the existence of significant differences in ethical acceptability of two categories of  tactics. 
The second study (N=320) examines the influence of hetero-perception of power asymmetry between negotiators on the ethical acceptability of the most used negotiation tactics . There is some evidence     That the use of unethical tactics is judged more acceptable when negotiators are in a situation of negative power asymmetry  than when they are in a neutral  or positive power  asymmetry. This judgement orientation seems to be independent of the participants? level of negotiation experience , age or gender, thus suggesting that it may be an  extension of a generic social norm applied to the negotiation specific context. 
ER  -