Abstract
This paper compares the likelihood of using certain unethical negotiation tactics by US business people in cross-cultural negotiations as opposed to intra-cultural negotiations. Based on data collected from 69 US business people, this paper shows that there is no significant difference between the cross-cultural and intra-cultural negotiation behaviors of the US business people with respect to likelihood of using certain common negotiation tactics. Based on the findings, the paper posits that the nationality of the opponent is not an important factor in determining the negotiation behavior of US business people,
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Elahee, M.N. (2015). Ethical Behavior in Intra-Versus Cross-Cultural Negotiations of US Business People: An Exploratory Study. In: Spotts, H., Meadow, H. (eds) Proceedings of the 2000 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-11885-7_94
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DOI: https://doi.org/10.1007/978-3-319-11885-7_94
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