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Contents -- Contributors -- Preface -- Introduction. Behavioral Research into Business Ethics / David M. Messick and Ann E. Tenbrunsel -- Part I. Social and Organizational Processes -- Chapter 1. How Organizations Socialize Individuals into Evildoing / John M. Darley -- Chapter 2. Social Influence and the Triple Tumor Structure of Organizational Dishonesty / Robert B. Cialdini -- Chapter 3. Ethical Cognition and the Framing of Organizational Dilemmas: Decision Makers as Intuitive Lawyers / Roderick M. Kramer and David M. Messick

A collection of 14 studies emphasizing the social dimensions of negotiation as a means of reducing the domination of the field by cognitive approaches. Among the topics are an information-processing perspective on the social context in negotiation, social factors that make freedom unattractive and more

Three studies are used to examine how surveillance and sanctioning systems affect cooperative behavior in dilemma situations. The first two studies demonstrate that a weak sanctioning system results in less cooperation than no sanctioning system; furthermore, results from the second study suggest that sanctions affect the type of decision people perceive they are making, prompting them to see it as a business rather than an ethical decision. The results from these studies are used to develop a theoretical model that postulates that the relationship between sanctions and cooperation is due to both a signaling effect, in which sanctions influence the type of decision that is perceived to be made, and a processing effect, in which the decision processing, including whether or not the strength of the sanction is considered, depends on the decision frame evoked. A third study provides support for the processing-effect hypothesis.

Social dilemmas are situations in which individuals, groups or nations face a choice between their own short-term interests and the longer-term interests of all parties involved, including themselves. As a consequence, in the end they all regret the way they have acted. Examples of social dilemmas are easy to find: depletion of vital resources, arms races, over-production of hazardous substances and environmental pollutants, information hoarding, and the failure to provide and maintain public goods. Understanding the dynamics of social dilemmas constitutes a major challenge. One prominent feature that distinguishes this book is the focus on computer simulations as a methodology for the exploration of the dynamic interplay of individual level processes and aggregate outcomes