DEMOGRAPHIC, CULTURAL, AND ECONOMIC PREDICTORS OF PERCEIVED ETHICALITY OF NEGOTIATION BEHAVIOR: A NINE-COUNTRY ANALYSIS

The Lewicki-Robinson (1998) "Incidents in Negotiation" questionnaire measures the perceived ethicality of eighteen negotiation tactics or behaviors. While there is a presumption that the attitudes or intentions measured in this questionnaire are precursors to actual behavior, there have been no studies or direct evidence of a connection. This paper reports on a study examining the links between attitudes, intentions, and behaviors for five tactics from the questionnaire, using a two-party, buyer-seller negotiation to measure behavior. The results of the analysis suggest significant correlations between attitudes and intentions, attitudes and behaviors, and intentions and behaviors for at least four of the five tactics. In addition, there was evidence of a mediating effect of intentions on the attitude-behavior relationship for two of the five tactics.