Cultural differences in ethnically questionable negotiation behaviors

The study of ethics and negotiation presents unique challenges as many widely used negotiation tactics are considered to be unacceptable outside the realm of negotiation. This study examines the influence of cultural, demographic, and organizational variables on the perceived appropriateness and likelihood of use of five ethically questionable negotiation behaviors. The Self-reported Inappropriate Negotiation Strategies (SINS) scale was administered to 199 Master of Business Administration students in Canada, South Korea, and Mexico producing results that suggest that cultural, demographic, and organizational variables all have predicted variance in the use of five ethically questionable negotiation behaviors (misrepresentation of information, influencing an opponent's professional network, traditional competitive bargaining, bluffing, and inappropriate information collection). The implications of these finding for cross-cultural negotiation are discussed, providing avenues for future research as well as practical suggestions for practitioners of negotiation.