We introduce the character lens perspective to account for stable patterns in the way that
individuals make sense of and construct the ethical choices and situations they face. We …

Deception pervades negotiations and shapes both the negotiation process and outcomes. In
this article, we review recent scholarship investigating deception in negotiations. We offer an …

Apologies are powerful predictors of reconciliation, but transgressors often fail to offer
optimal, high-quality apologies that are comprehensive and non-defensive. We tested …

Intuition suggests that individual differences should play an important role in negotiation
performance, and yet empirical results have been relatively weak. Because negotiations are …

This study examines the concept of sports moral character and clarifies the differences
between it and related moral concepts in sports. The research is conceptual and uses the …

I argue that lying in business negotiations is pro tanto wrong and no less wrong than lying in
other contexts. First, I assert that lying in general is pro tanto wrong. Then, I examine and …

While evidence suggests the significant role played by personality traits in affecting the
usage of inappropriate and unethical negotiation strategies, studies have rarely examined …

Research has shown that negotiators sometimes misrepresent their emotions, and
communicate a different emotion to opponents than they actually experience. Less is known …

Lawyers have broad discretion in deciding how honestly to behave when negotiating. We
propose that lawyers' choices about whether to disclose information to correct …

Do personality traits impact the Socially Responsible Investment (SRI) decisions of retail
investors and if so, how? Using survey responses from more than one thousand US retail …