Personality Effects on the Endorsement of Ethically Questionable Negotiation Strategies: Business Ethics in Canada and China
Bibliographic record
Abstract
This study explores personality effects on the endorsement of ethically questionable negotiation strategies in Canada and China. With a sample of over 400 business professionals, this study examines the relationship between the Big Five personality traits and the perceived appropriateness of five categories of negotiation strategies in the two cultures. The results show that the Big Five personality traits strongly affect the endorsement of ethically questionable negotiation strategies (EQNS) both in Canada and in China, but in different ways. For Canadian negotiators, individuals high in conscientiousness, extraversion, and openness are more prone to use EQNS, and individuals high in emotional stability and agreeableness are less likely to use them. For negotiators from Mainland China, only agreeableness and emotional stability are negatively associated with the endorsement of the EQNS. Implications for research on business ethics and for negotiation practitioners and policymakers are then discussed.
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How this classification was reachedexpand
Full frame machine prediction
Teacher imitationNot calibrated prevalence, not ground truth. Human validation pending. The Gemma side is a direct model label for every work in the frame, read from the title-only record. The Codex side is a classifier learned from the 10,348 direct Codex labels and calibrated to design-weighted sample rates; fields without enough sample support carry no Codex call. Candidate is the union of the two sides; consensus is their intersection. These outputs are machine_predicted_unvalidated and are not human labels.
Distilled classifier scores by category (both heads)
| Category | Codex | Gemma |
|---|---|---|
| Metaresearch | 0.002 | 0.006 |
| Meta-epidemiology (narrow) | 0.000 | 0.000 |
| Meta-epidemiology (broad) | 0.000 | 0.000 |
| Bibliometrics | 0.001 | 0.002 |
| Science and technology studies | 0.004 | 0.002 |
| Scholarly communication | 0.002 | 0.000 |
| Open science | 0.000 | 0.001 |
| Research integrity | 0.000 | 0.001 |
| Insufficient payload (model declined to judge) | 0.002 | 0.000 |
Machine scores (provisional)
The two teacher heads of the student model, read on this work. A score orders the frame for review; it never asserts a category, and the validation status ships verbatim with every row.
Baseline scores from an immature model (maturity gate not passed, 7 training rounds). Scores rank; they never assert a category.
score_only:v0-immature-baseline · verbatim from the scoring run: score_only means the number may rank works, and no category label ships from itClassification
machine, unvalidatedMachine predicted; a candidate call from one source (direct Gemma or distilled Codex), not a consensus.
How this classification was reached, model by model and score by score, is at the end of the page under "How this classification was reached".