Gender as a Boundary Condition for AI-Induced Ethical Fading in Negotiation

Abstract: Recent research demonstrates that negotiating with AI chatbots triggers ethical fading, a cognitive process whereby moral considerations recede from awareness, leading to increased unethical behavior compared to negotiations with human counterparts. However, existing research has not examined whether all negotiators are equally susceptible. We investigate gender as a boundary condition, drawing on evidence that women are more likely than men to view AI use as ethically problematic. We propose that this tendency maintains moral salience for women during AI negotiations, buffering them against ethical fading effects. In contrast, men's tendency to view AI as ethically neutral may increase their susceptibility to AI-induced ethical fading. Preliminary analyses from an online negotiation study support this moderation: women showed lower fading when negotiating with AI compared to human counterparts, whereas men showed higher fading with AI. This research advances understanding of individual differences in ethical responses to AI negotiation counterparts.

Keywords: ethical fading, negotiation, artificial intelligence, gender differences, behavioral ethics, human-machine interaction