Identifying Exogenous Cultural Variables in Ethical Decision Making in Negotiation: A Qualitative Study of Differences Between Australia and China

Cheryl J Rivers; A L Lytle; M J V Hudson

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Identifying Exogenous Cultural Variables in Ethical Decision Making in Negotiation: A Qualitative Study of Differences Between Australia and China

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Identifying Exogenous Cultural Variables in Ethical Decision Making in Negotiation: A Qualitative Study of Differences Between Australia and China

Cheryl J Rivers, A L Lytle and M J V Hudson

Annual International Association of Conflict Management (IACM) Conference, 16th (Melbourne, Australia, 2003)

Social Science Research Network (SSRN)

2003

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Abstract

Business and Management

Cultural Studies

cultural exogenous variables

negotiation

ethics

While the importance of situational variables on ethical decision making is well established in the business ethics literature (Randall & Gibson, 1990) and the cultural psychology literature emphasises differences in how situational context is understood across cultures (Markus, Kitayama, & Heiman, 1996, Smith & Bond, 1993) the process of identifying the important situational variables that affect ethical decision making in cross-cultural negotiation has only just begun with recent studies by Volkema & Fleury, (2002) and Zarkada-Fraser & Fraser, (2001). This study seeks to expand understanding of which variables are important in negotiation by integrating the findings of the business ethics literature and the cross-cultural ethics literature with the ideas of negotiators in the People's Republic of China and Australia who were interviewed in an exploratory qualitative study. A model is proposed that identifies differences in the nature of situational variables and how they are understood in the two cultures. The variables identified are the legal environment, organisational values/policies, organisational goals/objectives, the money ethic and the perception of the other party. Future research directions to test the relationships in the model are discussed.

Details

Title: Identifying Exogenous Cultural Variables in Ethical Decision Making in Negotiation: A Qualitative Study of Differences Between Australia and China
Authors: Cheryl J Rivers (Author) - University of the Sunshine Coast - Faculty of Business
A L Lytle (Author) - University of New South Wales
M J V Hudson (Author) - ENS International
Conference details: Annual International Association of Conflict Management (IACM) Conference, 16th (Melbourne, Australia, 2003)
Publisher: Social Science Research Network (SSRN)
Date published: 2003
Organisation Unit: University of the Sunshine Coast, Queensland
Language: English
Record Identifier: 99449515002621
Output Type: Conference paper

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