✍ Scribed by Volkema, Roger
No coin nor oath required. For personal study only.
This paper examines the influence of culture and economic climate on perceptions of ethicality of negotiation behaviors between two emerging trading partners in the Western Hemisphere. Three hundred and forty future business leaders from Brazil and the United States rated their perceptions of the appropriateness and likelihood of use of eighteen negotiation behaviors. The results indicate significant differences in perceptions of the appropriateness of most tactics, but similarities in terms of respondents' likelihood of employing tactics that involve third parties. For respondents from both countries, traditional competitive bargaining behaviors (e.g., pretending you are in no hurry, hiding your bottom line, exaggerating an opening demand) were among the most accepted tactics. The implications of these findings for cross‐cultural negotiations are discussed, along with opportunities for future research.
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