Interpretations of corruption in intercultural bargaining

Zutshi, Ambika, Creed, Andrew and Rudolph, Heiko E.R. 2010, Interpretations of corruption in intercultural bargaining, International journal of business governance and ethics, vol. 5, no. 3, pp. 196-213, doi: 10.1504/IJBGE.2010.033346.

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Title Interpretations of corruption in intercultural bargaining
Author(s) Zutshi, AmbikaORCID iD for Zutshi, Ambika
Creed, AndrewORCID iD for Creed, Andrew
Rudolph, Heiko E.R.
Journal name International journal of business governance and ethics
Volume number 5
Issue number 3
Start page 196
End page 213
Total pages 18
Publisher Inderscience Publishers
Place of publication Olney, England
Publication date 2010
ISSN 1477-9048
Keyword(s) corruption
intercultural bargaining
business negotiations
cross-cultural business transactions
business governance
business ethics
global business managers
Summary There is a fine line in business negotiations between being perceived as corrupt and having proper engagement with the natural tension and excitement of the business bargaining process. Combining literature review and experiential observation we provide a framework that will assist global business managers to more successfully negotiate cross-cultural business transactions. We identify some archetypal underpinnings of bargaining in a business context and question the established perceptions of corruption in intercultural business dealings. We conclude that different cultural systems produce variations of negotiating behaviour that need to be judged with a deeper local knowledge to avoid simply transferring inappropriate labels.
Language eng
DOI 10.1504/IJBGE.2010.033346
Field of Research 220102 Business Ethics
Socio Economic Objective 950402 Business Ethics
HERDC Research category C1 Refereed article in a scholarly journal
HERDC collection year 2010
Copyright notice ©2004-2010, Inderscience Enterprises Limited. All rights reserved.
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