Exploring the Range of Unethical Bargaining Tactics Across Cultures: A Sino-Australian Study
10 Pages Posted: 15 Apr 2002
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
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