Identifying Exogenous Cultural Variables in Ethical Decision Making in Negotiation: A Qualitative Study of Differences Between Australia and China
Queensland University of Technology - School of International Business
Anne L. Lytle
Melbourne Business School - University of Melbourne
Michael J.V. Hudson
16th Annual IACM Conference Melbourne, Australia
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.
Number of Pages in PDF File: 12
Keywords: Cultural exogenous variables, ethics, negotiation
Date posted: June 7, 2003
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