search query: @author Volkema, R. / total: 2
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| Author: | Volkema, R. |
| Title: | Ethicality in Negotiations: an analysis of perceptual similarities and differences between Brazil and the United States |
| Journal: | Journal of Business Research
1999 : MAY, VOL. 45:1, p. 59-67 |
| Index terms: | RESEARCH ETHICS NEGOTIATION |
| Language: | eng |
| Abstract: | Similarities and differences in perceptions of the ethicality of negotiation behaviors were examined for 271 current and future business professionals from Brazil and the United States. Five categories of behaviors were considered: traditional competitive bargaining, misrepresentation of information, bluffing, information collection, and influencing an opponent's professional network. |
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