Lying, Cheating Foreigners!! Negotiation Ethics across Cultures
Authors: Rivers, Cheryl1; Lytle, Anne Louise2
Source: International Negotiation, Volume 12, Number 1, 2007 , pp. 1-28(28)
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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.Keywords: NEGOTIATION; ETHICS; CULTURE; ETHICALLY AMBIGUOUS NEGOTIATION TACTICS; SITUATIONAL VARIABLES
Document Type: Research article
DOI: 10.1163/138234007X191894
Affiliations: 1: Faculty of Business, University of the Sunshine Coast, Maroochydore DC, QLD 4558, Australia 2: Australian Graduate School of Management, University of New South Wales, Sydney, NSW 2052 Australia
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