Conference paper
Lying, Cheating Foreigners!! Negotiation Ethics across Cultures
Proceedings of the 18th International Association of Conflict Management Conference, pp.1-30
International Association of Conflict Management (IACM) Conference, 18th (Seville, Spain, 12-Jun-2005–15-Jun-2005)
Social Science Research Network (SSRN)
2005
Abstract
Being on the receiving end of 'unethical' negotiation tactics is challenging any time but especially difficult to understand when the other party is culturally different. This paper extends current understanding of the influence of culture on ethical decision making in negotiation by presenting a new model showing that culture influences situational variables in a negotiation. It is posited that culture directly influences the organisational code of ethics, the organisational goals and the perception of the other party in an ethical decision context and that culture moderates the understanding of each of these situational variables. The theoretical and practical implications model are discussed.
Details
- Title
- Lying, Cheating Foreigners!! Negotiation Ethics across Cultures
- Authors
- Cheryl J Rivers (Author) - Queensland University of Technology
- Publication details
- Proceedings of the 18th International Association of Conflict Management Conference, pp.1-30
- Conference details
- International Association of Conflict Management (IACM) Conference, 18th (Seville, Spain, 12-Jun-2005–15-Jun-2005)
- Publisher
- Social Science Research Network (SSRN)
- Date published
- 2005
- Organisation Unit
- University of the Sunshine Coast, Queensland
- Language
- English
- Record Identifier
- 99449968102621
- Output Type
- Conference paper
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