East–West Differences in “Tricky” Tactics: A Comparison of the Tactical Preferences of Chinese and Australian Negotiators
How do Eastern and Western perceptions of “tricky” or ethically ambiguous negotiation tactics differ? We address this question by comparing 161 Chinese and 146 Australian participants’ ratings of the appropriateness of different types of negotiation tactics. We predict that their differing cultural...
| Authors: | ; |
|---|---|
| Format: | Electronic Article |
| Language: | English |
| Check availability: | HBZ Gateway |
| Interlibrary Loan: | Interlibrary Loan for the Fachinformationsdienste (Specialized Information Services in Germany) |
| Published: |
2013
|
| In: |
Journal of business ethics
Year: 2013, Volume: 115, Issue: 1, Pages: 17-31 |
| Further subjects: | B
Negotiation and bargaining procedures
B Ethics B China B Australia |
| Online Access: |
Volltext (JSTOR) Volltext (lizenzpflichtig) |
