Ethicality in negotiations: an analysis of perceptual similarities and differences between Brazil and the United States

Article Abstract:

A study was conducted to analyze similarities and differences in perceptions of the ethicality of negotiation behaviors among business professionals from the US and Brazil. Five classifications of behavior were examined. These include traditional competitive bargaining, misrepresentation of information, information collection, bluffing, and influencing an opponent's professional network. Results indicated similarities among respondents concerning behaviors that involve third parties to a negotiation. There were also differences in behaviors involving immediate opponents.

Business Ethics, Ethical aspects, Businesswomen, Businessmen

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Relational competency's role in Southeast Asia business partnerships

Article Abstract:

The relational competence theory is introduced into international marketing and an extensive analysis of the international business partnerships from Australia, Indonesia, Thailand and Malaysia is reported. The analysis indicates that the relational competencies are crucial for any successful international partnerships.

Partnerships, Market Targeting & Approach, Models, Partnership, Market strategy

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Demographic, cultural, and economic predictors of perceived ethicality of negotiation behavior: A nine-country analysis

Article Abstract:

A study examines the effects of demographic factors, culture, and economic conditions on the perceived appropriateness and likelihood of using five categories of negotiation behavior by respondents from nine countries drawn from North America, Europe, and Asia.

Europe, North America, Influence, Workplace multiculturalism, Workplace diversity, Business negotiations

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