Employee attitudes toward questionable negotiation tactics: empirical evidence from Peru

Abstract

This research investigates the influence of three theoretically valid independent variables -horizontal and vertical individualism-collectivism, ethical idealism and trust propensity -on employees' attitudes toward ethically questionable negotiation tactics in Peru. A total of 233 usable responses were collected from participants employed in various industries in the capital area, Lima. The results empirically corroborated a classification of three groups of negotiation tactics, namely pretending, deceiving and lying tactics, which seem to range in their scale of severity from being more to less socially acceptable. Peruvian employees who scored high on vertical individualism tended to score high on the endorsement of pretending, deceiving and lying tactics; 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.

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

“…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]).…”

Negotiators’ Attitudes toward Signing Business Contracts: Evidence from Greece and Israel

“…With regard to culture, we hold that the traditional individualism‐collectivism classification does not explain sufficiently the negotiators’ propensity to sign contracts, whereas the horizontal and vertical dimensions of culture are found to have a better applicability in the context of negotiated business contracts (Probst et al, ; Stefanidis et al, ). The empirical corroboration of the proposition that negotiators who score low on idealism would be averse toward signing formal contracts (Koehn, ) is another novelty of this study, which directly examines the previously overlooked relationship between ethical attitudes and agreement formality.…”

“…The insights gained from the Greek and Israeli cultures may not be applicable in considerably different cultural settings. Research studies that take into account variables such as those of collectivism‐individualism and ethical ideology tend to be cross‐cultural in nature (Stefanidis et al, ). Consequently, the comparative examination of multiple cultural environments could provide more comprehensive conclusions.…”

“…Negotiations, and therefore contractual arrangements, may differ according to a variety of factors, such as the culture from which the negotiators stem (M. Chen & Nudelman, ; Mintu‐Wimsatt, ; Osman‐Gani & Tan, ; Stefanidis, Banai, & Richter, ; Triandis et al, ; Volkema & Fleury, ; Zarkada‐Fraser & Fraser, ), the nature of the relationships among negotiating partners (Ariño, Reuer, Mayer, & Jané, ; Buvik & Reve, ; Das & Teng, ; Poppo & Zenger, ; Reed, ; Teegen & Doh, ), as well as other individual and personality factors (Foo, Elfenbein, Tan, & Aik, ; Kronzon & Darley, ; Lewicki & Robinson, ; Mintu‐Wimsatt, Garcia, & Calantone, ; Volkema, ). The extent of formality of contractual agreements may vary depending on case specificities (Reuer & Ariño, ).…”

“…In their cross‐cultural research, Triandis et al () suggested that these dimensions could be used at both the individual and society levels. There have been only a few studies that examine negotiation in view of the horizontal and vertical aspects of individualism and collectivism (Stefanidis et al, ). Probst, Carnevale, and Triandis () emphasize that the measurement of the horizontal and vertical components of individualism‐collectivism can be considerably more informative than the measurement of only individualism‐collectivism, especially in negotiation and cooperation dilemmas.…”