Publication Type

Journal Article

Version

publishedVersion

Publication Date

10-2017

Abstract

Past research finds that men negotiate more unethically than women, others report comparable rates of unethical negotiation behaviors. Based on evolutionary psychology, we predict conditions under which sex differences in unethical negotiation behavior are more versus less pronounced. We theorize that greater levels of unethical behavior among men occur as a consequence of greater male intrasexual competition for mates. This suggests that more male unethical negotiation behavior should primarily emerge in situations associated with intrasexual competition. Using a two-wave survey design, Study 1 found a positive relationship between mating motivation and unethical negotiation behavior for male, but not female employees. Study 2 was a controlled experiment, replicating this effect. The experiment also tested boundary conditions predicted by our theory. Study 3 used a similar experimental design and found support for another implication of the evolutionary theory—that mating motivation would prompt unethical behavior in both men and women when the behavior constitutes a less severe violation of the norms of socially acceptable behavior. We discuss contributions to the literature on unethical behavior at work, negotiations, and the role of attractiveness in organizations.

Keywords

attractiveness, competition, sex differences, unethical negotiation, unethical work behavior

Discipline

Business Law, Public Responsibility, and Ethics

Research Areas

Organisational Behaviour and Human Resources

Publication

Academy of Management Journal

Volume

60

Issue

5

First Page

2014

Last Page

2044

ISSN

0001-4273

Identifier

10.5465/amj.2015.0461

Publisher

Academy of Management

Embargo Period

5-2-2017

Additional URL

https://doi.org/10.5465/amj.2015.0461

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