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An Exploration of Factors Influencing Ethical and UnethicalBehavior 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 economicsjournals. This study utilized a survey technique to reveal the ethicalattitudes among some 500 students at four Land Grant Universities. The datawere analyzed using multiple regression techniques. Individuals negotiatingwith strangers were more willing to use questionable ethical tactics. Women,individuals who were cooperative rather than competitive in negotiationsituations, and those who regularly attended religious services wereconsistently less willing to use questionable ethics in negotiation. Thesize of the individual's hometown and family income had no clear impact onethical attitudes in negotiations.

Keywords

ethicsnegotiationreligionsmall-town valueswomenK4M1Z0

Information

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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