Purpose: The purpose of this study is to refine theory of negotiation by empirically investigating the extent to which national-, societal- and individual-level cultures relate to negotiators' tendency to endorse questionable negotiation tactics. Design/methodology/approach: To assess the...

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....

The expatriate manager, once considered obsolete, has staged a come‐back. The demand for executives willing and able to serve abroad is increasing; but the effective fulfilment of this demand is raising many problems.

This study tests the application of the Western theory of organization's ownership in Russia, suggesting that ownership types – such as state-owned and private – influence leadership style and employees' jobs characteristics. A sample of 724 Russian employees in 15 service and manufacturing...

This study presents and empirically tests a model of the relationships between cultural, political, and economic measures and business practices in sixty two countries. GLOBE study’s nine dimensions of culture’s scores are regressed along scores on democracy, religiousness, GDP, corruption,...

Current research has identified five discrete US negotiation tactics, a traditional one considered to be ethical, and four considered to be ethically questionable. Scholars have independently used culture to explain how the endorsement of these five negotiation tactics varies across nations....