Emerging evidence suggests that competitiveness and empathy explain men's greater willingness to use unethical tactics in negotiations. We tested whether and how robustly they do with three distinct studies, run with three distinct populations. Simultaneous mediation analyses generally, but not completely, confirmed our expectations. In Study 1, only competitiveness mediated sex differences in unethical negotiation tactics among Chilean business students. Although empathy also explained willingness to use unethical negotiation tactics, the Chilean men and women did not differ in this regard. In Study 2, competitiveness and empathy both mediated sex differences in American business students’ intentions to lie to a client, but competitiveness explained greater variance. In Study 3, both factors explained sex differences in lying to bargaining partners for real stakes by working‐age Americans. Our findings suggest that competitiveness and empathy each explain sex differences in willingness to use unethical tactics, but the former does so more consistently.

中文翻译：

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解释男女在谈判中使用不道德策略的差异

越来越多的证据表明，竞争力和同理心可以解释男人更愿意在谈判中使用不道德的策略。我们测试了在三个不同的人群中进行的三个不同的研究是否以及如何有效地进行。总体上但并非完全同时进行的调解分析证实了我们的期望。在研究1中，智利商科学生在不道德的谈判策略中只有竞争力介导了性别差异。尽管同理心也说明了愿意使用不道德的谈判策略，但智利男女在这方面并没有什么不同。在研究2中，竞争力和同理心都在美国商科学生向客户撒谎的意图中介导了性别差异，但是竞争力解释了更大的差异。在研究3中，这两个因素都解释了在工作年龄的美国人向讨价还价的伙伴撒谎以争取真正利益时的性别差异。我们的研究结果表明，竞争力和同理心可以解释性别差异在使用不道德策略方面的意愿，但前者的确更加一致。