Lying, Cheating Foreigners!! Negotiation Ethics across Cultures

in International Negotiation
Restricted Access
Get Access to Full Text
Rent on DeepDyve

Have an Access Token?



Enter your access token to activate and access content online.

Please login and go to your personal user account to enter your access token.



Help

Have Institutional Access?



Access content through your institution. Any other coaching guidance?



Connect

Abstract

To be on the receiving end of 'unethical' negotiation tactics is a challenge at any time, but is especially difficult when the other party is from a different culture. A model is presented that demonstrates how culture influences numerous situational variables in a negotiation and, in particular, how culture impacts upon negotiators' ethical decision making. It is posited that culture directly influences the legal environment, organizational code of ethics, organizational goals, and the perception of the other party, and that culture moderates negotiators' understanding of each of these situational variables. The theoretical and practical implications of the model are also discussed.

Lying, Cheating Foreigners!! Negotiation Ethics across Cultures

in International Negotiation

Sections

Index Card

Content Metrics

Content Metrics

All Time Past Year Past 30 Days
Abstract Views 27 27 26
Full Text Views 17 17 17
PDF Downloads 8 8 8
EPUB Downloads 0 0 0