Publication Type

Journal Article

Publication Date

9-2016

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.

Discipline

Business Law, Public Responsibility, and Ethics

Research Areas

Organisational Behaviour and Human Resources

Publication

Academy of Management Journal

ISSN

0001-4273

Identifier

10.5465/amj.2015.0461

Publisher

Academy of Management

Embargo Period

5-2-2017

Creative Commons License

Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License
This work is licensed under a Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License.

Additional URL

http://dx.doi.org/10.5465/amj.2015.0461

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