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Ethical negotiation values of Chinese negotiators

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  • Chan, Sow Hup
  • Ng, Tsz Shing

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.

Suggested Citation

  • Chan, Sow Hup & Ng, Tsz Shing, 2016. "Ethical negotiation values of Chinese negotiators," Journal of Business Research, Elsevier, vol. 69(2), pages 823-830.
    • Handle: RePEc:eee:jbrese:v:69:y:2016:i:2:p:823-830
    DOI: 10.1016/j.jbusres.2015.07.007
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    References listed on IDEAS

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    Cited by:

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    6. Caputo, Andrea, 2016. "Overcoming judgmental biases in negotiations: A scenario-based survey analysis on third party direct intervention," Journal of Business Research, Elsevier, vol. 69(10), pages 4304-4312.
    7. Nohe, Christoph & Hüffmeier, Joachim & Bürkner, Paul & Mazei, Jens & Sondern, Dominik & Runte, Antonia & Sieber, Franziska & Hertel, Guido, 2022. "Unethical choice in negotiations: A meta-analysis on gender differences and their moderators," Organizational Behavior and Human Decision Processes, Elsevier, vol. 173(C).
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