Attitudes Toward Ethically Questionable Negotiation Tactics: A Two-Country Study

Banai, Moshe; Stefanidis, Abraham; Shetach, Ana; Özbek, Mehmet Ferhat

doi:10.1007/s10551-013-2016-4

Cited by 17 publications

(33 citation statements)

References 89 publications

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“…The study also uses the Big Five scale to explore personality effects on the endorsement of EQNS within these two cultures. A comparison of dispositional determinants of EQNS in Canada and China based on the cultural context theory will enrich our understanding of the unique influence of individual personality on the endorsement of EQNS across cultures, help identify the distinct characteristics of Chinese business ethics, and further facilitate the promotion of a commonly accepted ethical standard across the globe (Banai, Stefanidis, Shetach, & Ozbek, 2014 [22]; Stefanidis, Banai, & Richter, 2013 [23]). The findings of this study will be able to help researchers, policymakers, and negotiation practitioners learn more about individual differences in EQNS, how attitudes toward those tactics/behaviors might change across cultures, and the relative effectiveness of a universal standard of ethics on people from different backgrounds with different personalities (Rivers & Lytle, 2007 [2]; Volkema, 2004 [4]).…”

Section: Introductionmentioning

confidence: 99%

Personality Effects on the Endorsement of Ethically Questionable Negotiation Strategies: Business Ethics in Canada and China

Liu

Liang

2019

Sustainability

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This study explores personality effects on the endorsement of ethically questionable negotiation strategies in Canada and China. With a sample of over 400 business professionals, this study examines the relationship between the Big Five personality traits and the perceived appropriateness of five categories of negotiation strategies in the two cultures. The results show that the Big Five personality traits strongly affect the endorsement of ethically questionable negotiation strategies (EQNS) both in Canada and in China, but in different ways. For Canadian negotiators, individuals high in conscientiousness, extraversion, and openness are more prone to use EQNS, and individuals high in emotional stability and agreeableness are less likely to use them. For negotiators from Mainland China, only agreeableness and emotional stability are negatively associated with the endorsement of the EQNS. Implications for research on business ethics and for negotiation practitioners and policymakers are then discussed.

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Section: Introductionmentioning

confidence: 99%

Personality Effects on the Endorsement of Ethically Questionable Negotiation Strategies: Business Ethics in Canada and China

Liu

Liang

2019

Sustainability

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“…Several researchers have tried to find common denominators to negotiation behavior across cultures (Lewicki and Robinson,1998;Robinson et al, 2000). The purpose of this study is to empirically examine relationships between cultural attitudes, namely, horizontal and vertical individualism-collectivism, as wells as individual attributes, such as ethical idealism and interpersonal trust, and attitudes towards ethically questionable negotiation tactics (Erkus and Banai, 2011;Stefanidis et al, 2013;Banai, et al, 2014;Stefanidis and Banai, 2014) in a Germanic cultural context, namely, that of Austria. Germanic culture has been identified by various studies (Ronen and Shenkar, 1985) as significantly differentiating from other cultures.…”

Section: Introductionmentioning

confidence: 99%

Ethically questionable negotiation tactics in the Austrian workplace

Goelzner

Stefanidis

Banai

2019

EBR

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Purpose This study aims to generalize the research findings about the impact of individualism-collectivism, ethical idealism and inter-personal trust on ethically questionable negotiation tactics, such as pretending, deceiving and lying, in a Germanic culture, namely, that of Austria. Design/methodology/approach Survey questionnaires translated from English to German were collected from 304 respondents. A regression analysis was used to test the contribution of the independent variables to the explanation of negotiators’ attitudes towards questionable negotiation tactics. Findings The research empirically corroborated a classification of three groups of negotiation tactics, namely, pretending, deceiving and lying, in Austria. Austrian negotiators who scored high on vertical individualism tended to score high on the endorsement of the pretending tactic; those who scored high on horizontal collectivism tended to score low on the endorsement of the deceiving and lying tactics; those who scored high on vertical collectivism tended to score high on the endorsement of the deceiving and lying tactics; and those who scored high on inter-personal trust tended to score low on the endorsement of the pretending negotiation tactic. Idealistic negotiators tended not to endorse the use of pretending, deceiving and lying negotiation tactics. Research limitations/implications The study investigated the respondents’ perceptions, rather than their actual negotiation behavior. Findings are limited to Germanic culture. Practical implications The study provides negotiators in Austria with a tool that has the potential to predict the extent to which Austrian negotiators would use various ethically questionable negotiation tactics. Originality/value This is the first study to present a model of the antecedents of negotiation tactics in a Germanic cultural context, where negotiation studies are limited. This study validates in Austria three questionable negotiation tactics groups of varying severity, which had previously been studied only in non-Germanic cultures. This research significantly contributes to the generalization of a model of the antecedents of the endorsement of questionable tactics across cultures.

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“…Themes include differences between inter- and intracultural negotiations, success or failure factors specific to international negotiations (Herbig and Gulbro, 1997). Ethicality is an issue often raised in negotiations research, and cross-cultural studies on this theme can also be found (Erkuş and Banai, 2011; Banai et al , 2014; Rao and Schmidt, 1998; Mintu-Wimsatt, 2002; Volkema et al , 2004). Volkema et al (2004) found that the best predictors of performance were ethical behavior of the parties and perceived honesty of the other party.…”

Section: Overview Of Research Themesmentioning

confidence: 99%

Two decades of business negotiation research: an overview and suggestions for future studies

Agndal

Åge

Eklinder-Frick

2017

JBIM

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Purpose This paper aims to present a review of articles on business negotiation published between 1995 and 2015. Design/methodology/approach This literature review is based on 490 articles on business negotiation. Findings When analyzing the conceptual underpinnings of this field, two paradigms emerge as dominant. The most prominent paradigm is a cognitive, psychological approach, typically relying on experiments and statistical testing of findings. The second dominating paradigm is a behavioral one, largely concerned with mathematical modeling and game-theoretical models. Practical implications Besides offering a description of the characteristics adhered to the business negotiation field, this paper will also suggest recommendations for further research and specify areas in which the research field needs further conceptual and empirical development. Originality/value This literature review serves to be the first representation of the characteristics adhered to the budding research field of business negotiation.

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Attitudes Toward Ethically Questionable Negotiation Tactics: A Two-Country Study

Cited by 17 publications

References 89 publications

Personality Effects on the Endorsement of Ethically Questionable Negotiation Strategies: Business Ethics in Canada and China

Personality Effects on the Endorsement of Ethically Questionable Negotiation Strategies: Business Ethics in Canada and China

Ethically questionable negotiation tactics in the Austrian workplace

Two decades of business negotiation research: an overview and suggestions for future studies

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