A COMPARISON OF PERCEPTIONS OF ETHICAL NEGOTIATION BEHAVIOR IN MEXICO AND THE UNITED STATES

Abstract

Perceptions of the appropriateness and likelihood of use of seventeen negotiation tactics were compared for current and future business professionals from Mexico and the United States. The results suggest differences in perceived appropriateness as well as in the gap between perceived appropriateness and likely use, consistent with the cultures of these two countries. The implications of these findings for cross‐national negotiations and future research are discussed.

Citation

Volkema, R.J. (1998), "A COMPARISON OF PERCEPTIONS OF ETHICAL NEGOTIATION BEHAVIOR IN MEXICO AND THE UNITED STATES", International Journal of Conflict Management, Vol. 9 No. 3, pp. 218-233. https://doi.org/10.1108/eb022810