Journal article
Lying, Cheating Foreigners!! Negotiation Ethics across Cultures
International Negotiation: a journal of theory and practice, Vol.12(1), pp.1-28
2007
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. Th e theoretical and practical implications of the model are also discussed.
Details
- Title
- Lying, Cheating Foreigners!! Negotiation Ethics across Cultures
- Authors
- Cheryl J Rivers (Author) - University of the Sunshine Coast - Faculty of BusinessA L Lytle (Author) - University of New South Wales
- Publication details
- International Negotiation: a journal of theory and practice, Vol.12(1), pp.1-28
- Publisher
- Martinus Nijhoff
- Date published
- 2007
- DOI
- 10.1163/138234007X191894
- ISSN
- 1382-340X
- Organisation Unit
- University of the Sunshine Coast, Queensland
- Language
- English
- Record Identifier
- 99449538502621
- Output Type
- Journal article
Metrics
716 Record Views
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- Collaboration types
- Domestic collaboration
- Web Of Science research areas
- International Relations