How Ethically Would Americans and Chinese Negotiate? The Effect of Intra-cultural Versus Inter-cultural Negotiations
A growing body of research has started to examine how individuals from different countries may differ in their use of ethically questionable tactics during business negotiations. Whereas prior research focused on the main effect of the national culture or nationality of the negotiator, we add a new...
| Authors: | ; ; |
|---|---|
| Format: | Electronic Article |
| Language: | English |
| Check availability: | HBZ Gateway |
| Journals Online & Print: | Drawer...
|
| Fernleihe: | Fernleihe für die Fachinformationsdienste |
| Published: |
Springer Science + Business Media B. V
2017
|
| In: |
Journal of business ethics
Year: 2017, Volume: 145, Issue: 3, Pages: 659-670 |
| Further subjects: | B
Ethically questionable tactics
B Americans B Chinese B Inter-cultural negotiations B Intra-cultural negotiations |
| Online Access: |
Volltext (JSTOR) Volltext (lizenzpflichtig) |
MARC
| LEADER | 00000caa a22000002 4500 | ||
|---|---|---|---|
| 001 | 1785662554 | ||
| 003 | DE-627 | ||
| 005 | 20230331053747.0 | ||
| 007 | cr uuu---uuuuu | ||
| 008 | 220112s2017 xx |||||o 00| ||eng c | ||
| 024 | 7 | |a 10.1007/s10551-015-2863-2 |2 doi | |
| 035 | |a (DE-627)1785662554 | ||
| 035 | |a (DE-599)KXP1785662554 | ||
| 035 | |a (DE-He213)s10551-015-2863-2-e | ||
| 040 | |a DE-627 |b ger |c DE-627 |e rda | ||
| 041 | |a eng | ||
| 084 | |a 1 |2 ssgn | ||
| 100 | 1 | |a Yang, Yu |e VerfasserIn |4 aut | |
| 109 | |a Yang, Yu |a Yu, Yang |a Yang Yu | ||
| 245 | 1 | 0 | |a How Ethically Would Americans and Chinese Negotiate? The Effect of Intra-cultural Versus Inter-cultural Negotiations |
| 264 | 1 | |c 2017 | |
| 336 | |a Text |b txt |2 rdacontent | ||
| 337 | |a Computermedien |b c |2 rdamedia | ||
| 338 | |a Online-Ressource |b cr |2 rdacarrier | ||
| 520 | |a A growing body of research has started to examine how individuals from different countries may differ in their use of ethically questionable tactics during business negotiations. Whereas prior research focused on the main effect of the national culture or nationality of the negotiator, we add a new factor, which is the nationality of the counterpart. Looking at both these variables allows us to examine whether and how people may change their likelihood of using ethically questionable tactics in inter-cultural negotiations as opposed to intra-cultural ones. Results of an experiment (N = 810) show that overall, American participants were less likely than Chinese participants to use ethically questionable tactics in negotiations. However, American participants were more likely to use ethically questionable tactics, particularly those related to false promises and inappropriate information gathering, in inter-cultural negotiations with Chinese counterparts, than in intra-cultural negotiations with American counterparts. By contrast, Chinese participants were less likely to use ethically questionable tactics, particularly those related to false promises and attacking opponent’s network, in inter-cultural negotiations with American counterparts, than in intra-cultural negotiations with Chinese counterparts. Implications and future directions are discussed. | ||
| 650 | 4 | |a Chinese | |
| 650 | 4 | |a Americans | |
| 650 | 4 | |a Inter-cultural negotiations | |
| 650 | 4 | |a Intra-cultural negotiations | |
| 650 | 4 | |a Ethically questionable tactics | |
| 700 | 1 | |a De Cremer, David |e VerfasserIn |4 aut | |
| 700 | 1 | |a Wang, Chao |e VerfasserIn |4 aut | |
| 773 | 0 | 8 | |i Enthalten in |t Journal of business ethics |d Dordrecht [u.a.] : Springer Science + Business Media B.V, 1982 |g 145(2017), 3, Seite 659-670 |h Online-Ressource |w (DE-627)270937129 |w (DE-600)1478688-6 |w (DE-576)121465284 |x 1573-0697 |7 nnns |
| 773 | 1 | 8 | |g volume:145 |g year:2017 |g number:3 |g pages:659-670 |
| 856 | |3 Volltext |u http://www.jstor.org/stable/45022285 |x JSTOR | ||
| 856 | 4 | 0 | |u https://doi.org/10.1007/s10551-015-2863-2 |x Resolving-System |z lizenzpflichtig |3 Volltext |
| 935 | |a mteo | ||
| 936 | u | w | |d 145 |j 2017 |e 3 |h 659-670 |
| 951 | |a AR | ||
| ELC | |a 1 | ||
| ITA | |a 1 |t 1 | ||
| LOK | |0 000 xxxxxcx a22 zn 4500 | ||
| LOK | |0 001 4033721452 | ||
| LOK | |0 003 DE-627 | ||
| LOK | |0 004 1785662554 | ||
| LOK | |0 005 20220112043900 | ||
| LOK | |0 008 220112||||||||||||||||ger||||||| | ||
| LOK | |0 035 |a (DE-Tue135)IxTheo#2021-12-30#138799B283A7A2584FC3D6A40A581ACE93F0C4E7 | ||
| LOK | |0 040 |a DE-Tue135 |c DE-627 |d DE-Tue135 | ||
| LOK | |0 092 |o n | ||
| LOK | |0 852 |a DE-Tue135 | ||
| LOK | |0 852 1 |9 00 | ||
| LOK | |0 866 |x JSTOR#http://www.jstor.org/stable/45022285 | ||
| LOK | |0 935 |a ixzs |a ixrk |a zota | ||
| ORI | |a SA-MARC-ixtheoa001.raw | ||