Ethically Questionable Negotiation Strategies in South Asia: A Comparative Study of India and Pakistan

Zhenzhong Ma (), Kun Li (), Guangrui Guo (), Jagdish Pathak () and Young Ho Song ()
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Zhenzhong Ma: Harbin Institute of Technology Shenzhen
Kun Li: Nanjing Audit University
Guangrui Guo: University of Windsor
Jagdish Pathak: University of Windsor
Young Ho Song: University of Windsor

Group Decision and Negotiation, 2023, vol. 32, issue 6, No 2, 1289-1314

Abstract: Abstract The past decades have seen increased integration of South Asia into the global economy, yet the study on management practices in this region is behind its expansion of business. This study explores the impact of tribalism and collectivism on ethically questionable negotiation strategies in two of the most important emerging economies in South Asia – India and Pakistan. The empirical results show that participants from Pakistan consider ethically questionable negotiation strategies to be more appropriate than those from India due to high tribalism in Pakistan. In addition, this study further shows that collectivism is significantly related to the perceived appropriateness of ethically questionable negotiation strategies in Pakistan but not in India. Implications and future research for contextualizing international business research and human management practices in South Asia are then discussed.

Keywords: Cross-cultural studies; Emerging economies; Ethically questionable negotiation strategies; International management; South Asia; Tribalism (search for similar items in EconPapers)
Date: 2023
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DOI: 10.1007/s10726-023-09844-y

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