...
  • 主题
高级搜索  >
历史搜索 清空历史
首页> 外文期刊>Journal of Business Ethics >Attitudes Toward Ethically Questionable Negotiation Tactics: A Two-Country Study
【24h】

Attitudes Toward Ethically Questionable Negotiation Tactics: A Two-Country Study

机译：对道德上值得怀疑的谈判策略的态度：两个国家的研究

获取原文
获取原文并翻译 | 示例
           
页面导航
  • 摘要
  • 著录项
  • 相似文献
  • 相关主题

摘要

Current research has identified five discrete US negotiation tactics, a traditional one considered to be ethical, and four considered to be ethically questionable. Scholars have independently used culture to explain how the endorsement of these five negotiation tactics varies across nations. They have also independently used interpersonal trust and ethics propensity to explain antecedents of the endorsement of those five negotiation tactics. This research combines all those variables into one model that investigates the influence of horizontal and vertical individualism-collectivism, ethical idealism, and trust propensity on employees' attitudes toward ethically questionable negotiation tactics in Israel and Kyrgyzstan. A survey questionnaire was translated from English to Hebrew and Kyrgyz, and 615 responses were collected from employees in various industries in the two countries. We empirically confirmed three types of questionable negotiation tactics discovered in previous one-nation studies, namely, pretending, deceiving, and lying. Vertical individualism was found to be positively, and horizontal collectivism was found to be negatively, related to pretending, deceiving, and lying. Ethical idealism was found to be negatively related to the endorsement of the lying tactics, while trust propensity was negatively related to the pretending tactics. Compared with Israel, employees' endorsement of ethically questionable negotiation tactics was significantly higher in Kyrgyzstan. Contribution to theory and practice is discussed.
机译：当前的研究确定了五种不同的美国谈判策略，其中一种被认为是合乎道德的传统策略，而另外四种则被认为具有道德可疑性。学者们独立地使用文化来解释这五种谈判策略在各国之间的差异。他们还独立地使用人际信任和道德倾向来解释这五种谈判策略得到认可的前提。这项研究将所有这些变量组合到一个模型中，该模型研究了横向和纵向个人主义-集体主义，道德理想主义和信任倾向对员工对以色列和吉尔吉斯斯坦的道德上有问题的谈判策略的态度的影响。一份调查问卷从英语翻译成希伯来语和吉尔吉斯语，从两国不同行业的员工那里收集了615份答复。我们从经验上证实了在以前的一国研究中发现的三种可疑的谈判策略类型，即假装，欺骗和说谎。垂直个人主义被认为是积极的，而水平集体主义被认为是消极的，这与假装，欺骗和说谎有关。人们发现，道德唯心主义与说谎策略的认可负相关，而信任倾向与假装策略则负相关。与以色列相比，吉尔吉斯斯坦的员工对道德上值得商negotiation的谈判策略表示认可。讨论了对理论和实践的贡献。

著录项

相似文献

  • 外文文献
  • 中文文献
  • 专利
获取原文

客服邮箱：kefu@zhangqiaokeyan.com

京公网安备：11010802029741号 ICP备案号：京ICP备15016152号-6 六维联合信息科技 (北京) 有限公司©版权所有

  • 客服微信

  • 服务号