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- W1519335242 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. The results suggest similarities among respondents regarding behaviors that involve third parties to a negotiation (information collection, influencing an opponent’s professional network) but significant differences regarding behaviors involving immediate opponents (misrepresenting information, bluffing). In addition, gender and age were found to be significant moderating factors. The implications of these findings for cross-cultural negotiations are discussed, along with suggestions for future research." @default.
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- W1519335242 date "1999-05-01" @default.
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- W1519335242 title "Ethicality in Negotiations" @default.
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- W1519335242 doi "https://doi.org/10.1016/s0148-2963(98)00056-3" @default.
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