Ethical negotiation values of Chinese negotiators

Sow Hup Chan and Tsz Shing Ng

Journal of Business Research, 2016, vol. 69, issue 2, 823-830

Abstract: This study explores tactics that violate standards of truth-telling in the Eastern context using the quantitative approach. Based on data collected from 173 respondents, the findings revealed that Chinese negotiators judge the use of emotion management tactics as more ethically appropriate than cognitive deception tactics. Chinese negotiators are also more confident in their ability to successfully deploy emotion management tactics than cognitive deception tactics. In addition, women are less likely to view the deceptive tactics as appropriate, and they are less confident to deploy deceptive tactics than men. Certain differences regarding the appropriateness and ability to deploy the tactics were apparent. The limitations of the study and areas for further research are presented.

Keywords: Chinese; Deception; Emotion; Ethical values; Negotiation; Tactics (search for similar items in EconPapers)
Date: 2016
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Citations: View citations in EconPapers (10)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:69:y:2016:i:2:p:823-830

DOI: 10.1016/j.jbusres.2015.07.007

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