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

Xiaoyi Liu, Zhenzhong Ma and Dapeng Liang
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Xiaoyi Liu: School of Management, Harbin Institute of Technology, Harbin 150001, Heilongjiang, China
Zhenzhong Ma: School of Business, Nanjing Audit University, Nanjing 211815, China
Dapeng Liang: School of Management, Harbin Institute of Technology, Harbin 150001, Heilongjiang, China

Sustainability, 2019, vol. 11, issue 11, 1-19

Abstract: 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.

Keywords: Canada; China; business ethics; negotiation strategies; personality; ethically questionable negotiation strategies (EQNS) (search for similar items in EconPapers)
JEL-codes: O13 Q Q0 Q2 Q3 Q5 Q56 (search for similar items in EconPapers)
Date: 2019
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (1)

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