Why did Kara lie to Trevor at the beginning of the negotiation, resulting in a loss of millions of dollars for Trevor? How might she justify her unethical behavior in this scenario?
Kara may justify her unethical behavior by using 'reciprocal determinism', a concept that people's behavior is influenced by the behavior of others towards them. In this scenario, she might argue that Trevor's dishonesty justified her own deception. However, this doesn't absolve her actions.
Understanding Kara's Justification Using Reciprocal Determinism
Reciprocal determinism is a concept introduced by psychologist Albert Bandura as part of his social-cognitive theory. It posits that people's behavior is influenced by the behavior of others towards them. In Kara and Trevor's negotiation, Kara's decision to lie to Trevor can be understood through the lens of reciprocal determinism.
When Trevor, known for practicing deception in negotiations, engages with Kara, he sets a precedent for dishonest behavior. This may create a situation where Kara feels justified in responding in a similar manner. According to reciprocal determinism, individuals adapt their behavior based on the expectations and actions of those around them.
Kara might argue that Trevor's lack of honesty and integrity in negotiations created an environment where deception was normalized. In her attempt to navigate this situation and achieve a favorable outcome for herself, she resorted to deceptive tactics. By referencing reciprocal determinism, Kara could claim that her actions were a direct response to Trevor's behavior towards her.
It's essential to recognize that while reciprocal determinism offers a framework for understanding Kara's justification, it does not excuse or justify her unethical conduct. Ethical principles and integrity should guide individuals in their decision-making, even in challenging situations like negotiations.
In conclusion, Kara's unethical behavior can be rationalized through the concept of reciprocal determinism, highlighting the complex interactions between individuals in social situations. Understanding these psychological factors can shed light on the underlying motivations behind unethical conduct, but ethical standards should always take precedence in decision-making processes.