Confident and Cunning: Negotiator Self-Efficacy Promotes Deception in Negotiations

Gaspar, Joseph P.; Schweitzer, Maurice E.

doi:10.1007/s10551-019-04349-8

Cited by 21 publications

(21 citation statements)

References 85 publications

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“…One, contributing to a rosy picture of empowering leadership is that the field has not recognized that constructs similar to dimensions of empowering leadership can contribute to unethical behavior. Research has shown that autonomy and decision-making authority, leaders’ expressions of high expectations and trust, and goal setting when people have unmet goals and are told to do their best or when they have high performance goals can result in ethical lapses (Foulk et al, 2018; Gaspar & Schweitzer, 2021; Lu et al, 2017; Pitesa & Thau, 2013a, 2013b; Schweitzer et al, 2004; Shepherd et al, 2013; Welsh & Ordóñez, 2014). Problematically, empowering leadership research has not acknowledged these tangential, and yet relevant, findings, and we extend the literature by demonstrating that the gestalt construct can cause employees to morally disengage and exhibit a specific type of unethical behavior, UPB.…”

Section: Discussionmentioning

confidence: 99%

The hidden dark side of empowering leadership: The moderating role of hindrance stressors in explaining when empowering employees can promote moral disengagement and unethical pro-organizational behavior.

Dennerlein

Kirkman

2022

Journal of Applied Psychology

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The majority of theory and research on empowering leadership to date has focused on how empowering leader behaviors influence employees, portraying those behaviors as almost exclusively beneficial. We depart from this predominant consensus to focus on the potential detriments of empowering leadership for employees. Drawing from the social cognitive theory of morality, we propose that empowering leadership can unintentionally increase employees' unethical pro-organizational behavior (UPB), and that it does so by increasing their levels of moral disengagement. Specifically, we propose that hindrance stressors create a reversing effect, such that empowering leadership increases (vs. decreases) moral disengagement when hindrance stressors are higher (vs. lower). Ultimately, we argue for a positive or negative indirect effect of empowering leadership on UPB through moral disengagement. We find support for our predictions in both a time-lagged field study (Study 1) and a scenario-based experiment using an anagram cheating task (Study 2). We thus highlight the impact that empowering leadership can have on unethical behavior, providing answers to both why and when the dark side of empowering leadership behavior occurs.

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Section: Discussionmentioning

confidence: 99%

The hidden dark side of empowering leadership: The moderating role of hindrance stressors in explaining when empowering employees can promote moral disengagement and unethical pro-organizational behavior.

Dennerlein

Kirkman

2022

Journal of Applied Psychology

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“…Efikasi diri dipengaruhi oleh cara seseorang melihat dirinya sendiri (Marschall, 2021). Oleh karenanya perantara efikasi diri juga terkait dengan kepercayaan diri yang luas (Gaspar & Schweitzer, 2021). Walaupun demikian, minat yang lebih tinggi memang membuat siswa lebih termotivasi tetapi tidak membuat siswa merasa lebih percaya diri (Conradie et al, 2021).…”

Section: Hasil Dan Pembahasanunclassified

Profil Efikasi Diri Mahasiswa dalam Mata Kuliah Micro Teaching (Studi pada Mahasiswa SI PGSD STKIP Muhammadiyah Blora)

Palupi

2022

JDC

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Mata kuliah micro teaching di persiapkan untuk mahasiswa S1 PGSD sebagai bekal keterampilan mengajar saat mereka sudah menjadi guru in-service. Tugas mata kuliah ini melibatkan banyak unsur yang kompleks mulai dari kemantapan teori dan strategi mengajar, penyusunan skenario pembelajaran sampai pada praktik mengajar. Praktik mengajar inilah yang sangat ditentukan dari dalam diri mahasiswa yang bersangkutan, utamanya efikasi diri. Artikel ini bertujuan untuk mengambarkan profil efikasi diri mahasiswa dalam perkuliahan micro teaching. Pengumpulan data dilakukan pada 30 mahasiswa PGSD dengan isntrumen angket, observasi, dan wawancara. Uji keabsahan data dilakukan dengan triangulasi teknik, sumber, dan metode. Analisis interaktif Milles & Huberman digunakan sebagai teknik analisis data. Hasil penelitian menunjukkan bahwa: (1) mahasiswa lebih percaya diri pada praktik ketiga; (2) sebagian besar mahasiswa termotivasi oleh media teman sekelasnya; dan (3) dukungan teman sekelas mempengaruhi efikasi diri mahasiswa dalam praktik mengajar. Jadi, efikasi diri mahasiswa memiliki peran yang substansial terhadap mata kuliah micro teaching. Oleh karenanya, dosen pengampu mata kuliah juga perlu memperhatikan faktor pendukung dan penghambat perfoma mengajar mahasiswa, utamanya terkait pengkondisian situasi belajar pada perkuliahan.

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“…In a recent paper, Gaspar and Schweitzer () proposed that feelings of confidence influence perceptions of the costs of deception and the decision to use deception. In a series of studies, they found that feeling confident leads negotiators to think that their counterparts are less likely to detect their deception.…”

Section: Theoretical Approaches To Emotions and Deceptionmentioning

confidence: 99%

“…In a series of studies, they found that feeling confident leads negotiators to think that their counterparts are less likely to detect their deception. Because negotiators are more likely to use deception if they think that their counterparts are less likely to detect it, Gaspar and Schweitzer () also found that more confident negotiators are more likely to use deception than less confident negotiators.…”

Section: Theoretical Approaches To Emotions and Deceptionmentioning

confidence: 99%

“…Moran and Schweitzer () also integrated emotions into Lewicki's () cost‐benefit model and proposed that emotions influence perceptions of the costs and the benefits of deception. In contrast to Gaspar and Schweitzer (), Moran and Schweitzer () focused on the influence of emotions on perceptions of the psychological benefits and costs of deception. In an empirical study, they found support for their prediction that envy influences negotiators’ perceptions of the psychological costs and benefits of deception and makes them more likely to use deception.…”

Section: Theoretical Approaches To Emotions and Deceptionmentioning

confidence: 99%

See 1 more Smart Citation

Feeling and Deceiving: A Review and Theoretical Model of Emotions and Deception in Negotiation

Methasani

Gaspar

Barry

2017

Negotiation Conflict Man Res

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Deception is pervasive in negotiation, and emotions are integral to the deception process. In this article, we review the theoretical and empirical research on emotions and deception in negotiation and introduce a theoretical model. In our review of the research, we find that emotions profoundly influence the decision to use deception. We also find that although negotiation is inherently interpersonal, theoretical and empirical research on deception has focused on the intrapersonal effects of emotion. For this reason, we integrate theory and research on the interpersonal effects of emotions into research on deception and propose a model—the Interpersonal Emotion Deception Model—that relates the emotions of a counterpart to the deception decisions of a negotiator. Our review and model expands our understanding of the important role of emotions in the deception decision process and provides a theoretical foundation for future research in the intrapersonal and interpersonal perspectives.

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Confident and Cunning: Negotiator Self-Efficacy Promotes Deception in Negotiations

Cited by 21 publications

References 85 publications

The hidden dark side of empowering leadership: The moderating role of hindrance stressors in explaining when empowering employees can promote moral disengagement and unethical pro-organizational behavior.

The hidden dark side of empowering leadership: The moderating role of hindrance stressors in explaining when empowering employees can promote moral disengagement and unethical pro-organizational behavior.

Profil Efikasi Diri Mahasiswa dalam Mata Kuliah Micro Teaching (Studi pada Mahasiswa SI PGSD STKIP Muhammadiyah Blora)

Feeling and Deceiving: A Review and Theoretical Model of Emotions and Deception in Negotiation

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