Exploring the Range of Unethical Bargaining Tactics Across Cultures: A Sino-Australian Study

10 Pages Posted: 15 Apr 2002

See all articles by Anne L. Lytle

Anne L. Lytle

Melbourne Business School - University of Melbourne

Cheryl Rivers

Queensland University of Technology - School of International Business

Abstract

Recent research (Lewicki, 1983; Robinson, Lewicki, & Donahue, 2000; Volkema 1998 & 1999) suggests there are differences in the perceived appropriateness of "unethical" negotiation tactics depending on demographic variables such as age, gender, and nationality. This study seeks to extend this research by exploring not only differences across specific cultures, but testing the interplay of culture and group membership on perceived appropriateness of "unethical" negotiation tactics in the business context. We argue that group membership will be an important moderator in the relationship between culture and perceived appropriateness of "unethical" tactics. This study will present scenarios coupled with the recently developed Self-reported Inappropriate Negotiation Strategies (SINS) scale instrument (Robinson et al., 2000) to practicing Chinese (representative of a collectivist culture) and Australian managers (representative of an individualist culture).

Keywords: Culture, negotiation, ethics

Suggested Citation

Lytle, Anne Louise and Rivers, Cheryl, Exploring the Range of Unethical Bargaining Tactics Across Cultures: A Sino-Australian Study. IACM 15th Annual Conference. Available at SSRN: https://ssrn.com/abstract=305203 or http://dx.doi.org/10.2139/ssrn.305203

Anne Louise Lytle (Contact Author)

Melbourne Business School - University of Melbourne ( email )

200 Leicester Street
Carlton, VIC 3053
Australia
+614-402-336-723 (Phone)
+612-9904-4646 (Fax)

Cheryl Rivers

Queensland University of Technology - School of International Business ( email )

Brisbane, Queensland 4001
Australia

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