Original paper

Ethically questionable negotiation tactics in the Austrian workplace

Volume: 31, Issue: 1, Pages: 115 - 138
Published: Jan 14, 2019
Abstract
Purpose This study aims to generalize the research findings about the impact of individualism-collectivism, ethical idealism and inter-personal trust on ethically questionable negotiation tactics, such as pretending, deceiving and lying, in a Germanic culture, namely, that of Austria. Design/methodology/approach Survey questionnaires translated from English to German were collected from 304 respondents. A regression analysis was used to test the...
Paper Details
Title
Ethically questionable negotiation tactics in the Austrian workplace
Published Date
Jan 14, 2019
Volume
31
Issue
1
Pages
115 - 138
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