Male Immorality: An Evolutionary Account of Sex Differences in Unethical Negotiation Behavior
基于进化心理学，研究预测并验证了男性在谈判中比女性更不道德的条件，发现求偶动机和对手吸引力会加剧性别差异，且当行为违规较轻时，求偶动机也会促使女性不道德。
Past research has found that men negotiate more unethically than women, although many studies report comparable rates of unethical negotiation behaviors. Based on evolutionary psychology, we predict conditions under which sex differences in unethical negotiation behavior are more versus less pronounced. We theorize that greater levels of unethical behavior among men occur because of greater male intrasexual competition for mates. This suggests that more male unethical negotiation behavior should primarily emerge in situations associated with intrasexual competition. Using a two-wave survey design, Study 1 found a positive relationship between mating motivation and unethical negotiation behavior for male, but not female, employees. Study 2 was a controlled experiment, replicating this effect and showing that the gender difference was most pronounced when negotiating with same-sex, attractive opponents. Study 3 used a similar experimental design and found support for another implication of evolutionary theory—that mating motivation would prompt unethical behavior in both men and women when the behavior constitutes a less severe norm violation. We discuss contributions to the literature on unethical behavior at work, negotiations, and the role of attractiveness in organizations.