Research tells us a lot about why people behave unethically. For example, there is evidence that people tend to be more dishonest later in the day, because they’re more fatigued, and when they’re anxious, because they’re more likely to look out for themselves. Many of these studies, however, only look at the unethical actions people take on behalf of themselves. But what about the many times when we act on behalf of others?
Women Act More Ethically Than Men When Representing Themselves — But Not When Representing Others
Research tells us a lot about why people behave unethically, but much of it only looks at the unethical actions people take on behalf of themselves. What about the many times when we act on behalf of others? For example, when managers seek resources for their employees, or when lawyers represent clients in negotiations. Are people more likely to behave unethically when they’re speaking for others? Researchers were particularly interested to know if gender plays a role, as studies have found that women perform worse in negotiations because they face backlash for acting assertively – but that one way around this backlash is by advocating for others. Researchers conducted four studies to examine whether people were more likely to lie when negotiating on behalf of others than for themselves. Their findings and that of others suggest that people acting on behalf of others are influenced significantly by the values and perceived expectations of those they’re representing—specifically when it comes to acting ethically.