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Interpretations of corruption in intercultural bargaining
journal contribution
posted on 2010-01-01, 00:00 authored by Ambika Zutshi, Andrew CreedAndrew Creed, H RudolphThere 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.
History
Journal
International journal of business governance and ethicsVolume
5Issue
3Pagination
196 - 213Publisher
Inderscience PublishersLocation
Olney, EnglandPublisher DOI
ISSN
1477-9048eISSN
1741-802XLanguage
engPublication classification
C1 Refereed article in a scholarly journalCopyright notice
2004-2010, Inderscience Enterprises Limited. All rights reserved.Usage metrics
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