NDLI: Negotiating with the Chinese: Are They More Likely to Use Unethical Strategies?

Content Provider	Springer Nature Link
Author	Ma, Zhenzhong Liang, Dapeng Chen, Honghui
Copyright Year	2012
Abstract	It is always a challenge to deal with ethical dilemmas in negotiations and it is even more difficult when the other party is from a different culture. Understanding the differences between what is ethically appropriate and what is not in an international context has thus become important for a better understanding of different negotiation practices across the globe. This study explores the likelihood of Chinese negotiators’ using unethical strategies in negotiations by examining Chinese managerial employees’ perceived appropriateness of five categories of ethically questionable strategies. The results show that, in comparison with their counterparts from the USA, Chinese managers are more likely to consider it appropriate to use ethically questionable negotiation strategies in all five categories except the traditional bargaining strategies. In addition, contrary to the West where women tend to maintain higher ethical standards, no gender difference is found in China in the perceived appropriateness of using these strategies in all but one category. Implications for negotiation practitioners and international managers that often participate in international negotiations with the Chinese are then discussed, along with potential future research directions.
Starting Page	641
Ending Page	655
Page Count	15
File Format	PDF
ISSN	09262644
Journal	Group Decision and Negotiation
Volume Number	22
Issue Number	4
e-ISSN	15729907
Language	English
Publisher	Springer Netherlands
Publisher Date	2012-03-06
Publisher Place	Dordrecht
Access Restriction	One Nation One Subscription (ONOS)
Subject Keyword	China Culture Business ethics Negotiation strategy SINS USA Operations Research/Decision Theory Social Sciences
Content Type	Text
Resource Type	Article
Subject	Arts and Humanities Strategy and Management Social Sciences Management of Technology and Innovation Decision Sciences

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1	Ministry of Education (GoI), Department of Higher Education	Sanctioning Authority	https://www.education.gov.in/ict-initiatives
2	Indian Institute of Technology Kharagpur	Host Institute of the Project: The host institute of the project is responsible for providing infrastructure support and hosting the project	https://www.iitkgp.ac.in
3	National Digital Library of India Office, Indian Institute of Technology Kharagpur	The administrative and infrastructural headquarters of the project	Dr. B. Sutradhar bsutra@ndl.gov.in
4	Project PI / Joint PI	Principal Investigator and Joint Principal Investigators of the project	Dr. B. Sutradhar bsutra@ndl.gov.in Prof. Saswat Chakrabarti will be added soon
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