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Negotiation Journal
Article . 2025 . Peer-reviewed
License: CC BY
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How Unexpected Consequences of Our Unethical Behavior Can Eventually Turn Against Us

Authors: Kesting, Peter; Kröcher, Felix; Smolinski, Remigiusz;

How Unexpected Consequences of Our Unethical Behavior Can Eventually Turn Against Us

Abstract

Abstract The concept of bounded ethicality, introduced by Chugh et al. (2005) , complements that of bounded rationality by examining how individuals’ capacity to make ethical decisions is inherently constrained, leading to results systematically contradicting their own ethical standards. A key phenomenon that remains underexplored in this research is the tendency of individuals to underestimate the extent to which their own unethical behavior not only harms others but—more significantly—harms them. This blind spot reflects a form of myopia, as it pertains to the complex and far-reaching consequences of one’s actions. This article aims to specify the nature of this phenomenon, offer preliminary explanations, and discuss its broader implications for ethical decision-making in negotiations. Our argument is grounded in a qualitative, theory-building historical case study: the conflict surrounding the Lex Agraria in the late Roman Republic. We argue that unethical myopia is highly relevant for understanding how short-term gains from unethical actions obscure their long-term detrimental effects, and ultimately, it explains why such behavior is irrational. This insight holds not only for high-stakes negotiations but also for everyday situations in which individuals attempt to outsmart others. We also look at how the discussion on unethicality contributes to the discourse on the neglect of stakeholder interests in negotiations.

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Keywords

Lex Agraria, unethical behavior, negotiation, ethical decision-making

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selected citations
These citations are derived from selected sources.
This is an alternative to the "Influence" indicator, which also reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
BIP!Citations provided by BIP!
popularity
This indicator reflects the "current" impact/attention (the "hype") of an article in the research community at large, based on the underlying citation network.
BIP!Popularity provided by BIP!
influence
This indicator reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
BIP!Influence provided by BIP!
impulse
This indicator reflects the initial momentum of an article directly after its publication, based on the underlying citation network.
BIP!Impulse provided by BIP!
0
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