Cross countries measurements of ethics in negotiation

摘要

The use of tactics in negotiation became ubiquitous,even though many of them are presumably considered as unethical.“Unethical”are those tactics that are either violate the standards of truth telling or violate the perceived rules of negotiations (Lewicki &Robins,1998).The way we perceive ethics is related to our personal beliefs，but our society can have a big impactonit.Throughout the history we can find many cases where ethics were abused and self-interest put on the first place.Can a person act by following his interest and misuse ethics,following the maxim“end justify means”,or we should follow Kantian categorical imperative，or is there a grey area where people can be“little unethical”.Why ethics matters and how is it importantin negotiation are the main questions in the research.
　　The attempt of the paper was to investigate and determine the level of ethics in negotiation based on the numbers of marginally ethical negotiation tactics. Students on University of International Business and Economics in Beijing have conducted the survey and collected data is used to measure and compare in what level students perceive the use of tactics across countries，gender，religion，and the level of education.The countries in thesurvey are classified by HDI (Human developed index) as one classification,and between collectivistic and individualistic cultures as another relevant classification.This research reports on a cross-countries study on perception of appropriateness to use five categories of tactics，which are often used in negotiation.The results show that individualistic cultures findmore appropriate to use unethical tactics than collectivistic cultures，and that is corresponding with findings regarding to HDI where countries with very high level of HDI show appropriate to use same tactics.Findings from this survey show as well the difference between genders，where females find it more appropriate to use tactics than males，and regarding to religion itsupports previous findings that religious people find less appropriate to use unethical tactics.

目录

声明

致谢

List of tables

Chapter I

1.1. Significance of the research

1.2. Aims and Objectives

Chapter II

2.1. Concept of Ethical Negotiation

2.2. Negotiation

2.3. Ethics

2.4. Reasons for unethical behavior

2.5. Tactics in negotiation

2.6. Ethical standards in negotiation

2.7. Moral development and personal values

Chapter III

3.1. Research Methodology and Method

Chapter IV

4.1. Empirical analyses and results

Chapter V

5.1. Research findings

5.2. Contributions

5.3. Recommendations

5.4. Research limitation and future research

参考文献

5.6. Appendix