【摘要】 在跨文化谈判过程中接受对方不道德的谈判策略对谈判者来说是一个挑战,接受来自不同文化背景谈判对手不道德谈判策略则更为困难。文章提供了一个模型:文化在谈判过程中如何影响情景变量、特别是文化如何影响谈判双方的道德决策的过程。分析表明文化直接影响法律环境、组织管理的道德规范、组织管理目标、对谈判对手的看法及文化调节谈判者对情景变量的理解。同时讨论了这一模型的理论和实际意义。更多还原

【Abstract】 In business negotiation,it is a great challenge for the negotiator to deal with the"unethical" negotiation tactics employed by the other party,especially when the party is from a different culture.This paper presents a model that demonstrates how culture influences numerous situational variables in a negotiation and,in particular,how culture impacts upon negotiators’ethical decision making.It argues that culture directly influences the legal environment,the organizational code of ethics,organizational goals,and the perception of the other party, and that culture moderates negotiators’understanding of each of these situational variables.And it also discusses the theoretical and practical implications of the model.更多还原