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An Exploration of Factors Influencing Ethical and Unethical Behavior in Negotiations

Published online by Cambridge University Press:  28 April 2005

Gregory M. Perry ,
Patricia A. Duffy ,
Clair J. Nixon  and
Lindon J. Robison
Gregory M. Perry
Affiliation:
Department of Agricultural and Resource Economics, Oregon State University, Corvallis, OR
Patricia A. Duffy
Affiliation:
Department of Agricultural Economics and Rural Sociology, Auburn University, Auburn, AL
Clair J. Nixon
Affiliation:
Department of Accounting, Texas A&M University, College Station, TX
Lindon J. Robison
Affiliation:
Department of Agricultural Economics, Michigan State University, East Lansing, MI
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Abstract

The issue of ethics has received little notice in agricultural economics journals. This study utilized a survey technique to reveal the ethical attitudes among some 500 students at four Land Grant Universities. The data were analyzed using multiple regression techniques. Individuals negotiating with strangers were more willing to use questionable ethical tactics. Women, individuals who were cooperative rather than competitive in negotiation situations, and those who regularly attended religious services were consistently less willing to use questionable ethics in negotiation. The size of the individual's hometown and family income had no clear impact on ethical attitudes in negotiations.

Keywords

ethicsnegotiationreligionsmall-town valueswomenK4M1Z0
Type
Articles
Information
Journal of Agricultural and Applied Economics , Volume 37 , Issue 1 , April 2005 , pp. 1 - 20
Copyright
Copyright © Southern Agricultural Economics Association 2005

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