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Lying, Cheating, Foreigners!! Negotiation Ethics Across Cultures

30 Pages Posted: 5 Jun 2005  

Cheryl Rivers

Queensland University of Technology - School of International Business

Date Written: June 1, 2005

Abstract

Being on the receiving end of 'unethical' negotiation tactics is challenging any time but especially difficult to understand when the other party is culturally different. This paper extends current understanding of the influence of culture on ethical decision making in negotiation by presenting a new model showing that culture influences situational variables in a negotiation. It is posited that culture directly influences the organisational code of ethics, the organisational goals and the perception of the other party in an ethical decision context and that culture moderates the understanding of each of these situational variables. The theoretical and practical implications model are discussed.

Keywords: Culture, Negotiation, Ethics

Suggested Citation

Rivers, Cheryl, Lying, Cheating, Foreigners!! Negotiation Ethics Across Cultures (June 1, 2005). IACM 18th Annual Conference. Available at SSRN: https://ssrn.com/abstract=736184 or http://dx.doi.org/10.2139/ssrn.736184

Cheryl Rivers (Contact Author)

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

Brisbane, Queensland 4001
Australia

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