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Please use this identifier to cite or link to this item: http://hdl.handle.net/1959.3/5032
- Title
- Culture and deceptions in business negotiations : a multilevel analysis
- Author(s)
- Triandis, Harry; Carnevale, Peter NR subfield; Robert, Christopher; Probst, Tahira; Kashima, Emiko S.; Ohbuchi, Ken-Ichi; Iwao, Sumiko; Van der Vliert, Evert; De Dreu, Carsten; Kim, Uichol; Chen, Xiao P.; Chan, Darius; Dragonas, Thalia; Scmitz, Paul; Wasti, S. Arzu
- Abstract
- This article investigates the relationship between culture, personality, and deception in a simulated international management negotiation at multiple levels of analysis. `Deception' was operationalized here as the propensity to lie and bribe. As predicted, at the cultural level the results from a scenario study with 1583 participants from eight cultures suggested that cultural collectivism was positively related to reported use of deception in negotiations, and to greater emotional reactions (i.e. guilt, shame, and disgust) after the use of deception. At the individual level, however, the personality variable of allocentrism (consisting of behaviors found in collectivist cultures) was negatively related to the use of deception. Theoretical implications are discussed.
- Research centre
- Swinburne University of Technology. Faculty of Life and Social Sciences
- Source
- International Journal of Cross Cultural Management, Vol. 1, no. 1 (Apr 2001), p. 73-90
- Publication year
- 2001
- Keyword(s)
- Collectivism; Deception; Individualism; Negotiations
- Publisher
- SAGE Publications
- ISSN
- 1470-5958
- Publisher URL
- http://dx.doi.org/10.1177/147059580111008
- Copyright
- Copyright © 2001 SAGE Publications.
- Peer reviewed
