UM  > Faculty of Business Administration
Ethical Negotiation Values of Chinese negotiators
Chan Sow Hup1; NgTsz Shing2
ABS Journal Level3

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.

KeywordChinese Tactics Negotiation Ethical Values Emotion Deception
Indexed BySSCI
WOS Research AreaBusiness & Economics
WOS SubjectBusiness
WOS IDWOS:000367760600050
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Cited Times [WOS]:6   [WOS Record]     [Related Records in WOS]
Document TypeJournal article
CollectionFaculty of Business Administration
Affiliation1.Faculty of Business Administration, University of Macau, Macau, PR China
2.The Venetian Macau, Macau, PR China
First Author AffilicationFaculty of Business Administration
Recommended Citation
GB/T 7714
Chan Sow Hup,NgTsz Shing. Ethical Negotiation Values of Chinese negotiators[J]. JOURNAL OF BUSINESS RESEARCH,2016,69(2):823-830.
APA Chan Sow Hup,&NgTsz Shing.(2016).Ethical Negotiation Values of Chinese negotiators.JOURNAL OF BUSINESS RESEARCH,69(2),823-830.
MLA Chan Sow Hup,et al."Ethical Negotiation Values of Chinese negotiators".JOURNAL OF BUSINESS RESEARCH 69.2(2016):823-830.
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