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| Author: | Banthin, J. M. Stelzer, L. |
| Title: | Ethical dilemmas in negotiating across cultures: the absence of universal norms |
| Journal: | Management Decision
1991 : VOL. 29:6, p.51-55 |
| Index terms: | CULTURE ETHICS NEGOTIATION CHINA BUSINESS ETHICS ORGANIZATIONAL GOALS |
| Language: | eng |
| Abstract: | International business negotiations face enormous cultural barriers, many of which are yet to be identified, much less elaborated and systematically researched. Business negotiations between Westerners and Chinese represent a case where Western efforts to accommodate the Chinese negotiation model lead to significant ethical dilemmas and unsatisfactory business results. The Chinese negotiation model is described and analyzed. The Chinese expect Western firms to sacrifice corporate goals to Chinese national goals. Two fundamental western models of negotiation are also examined: 1. the first is called "I win you lose", 2. the second is called "integrative bargaining or joint problems solving". |
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