Lying, cheating foreigners!! Negotiation ethics across cultures

Cheryl Rivers, Anne Louise Lytle

Research output: Contribution to journalArticleResearchpeer-review

33 Citations (Scopus)


To be on the receiving end of 'unethical' negotiation tactics is a challenge at any time, but is especially difficult when the other party is from a different culture. A model is presented that demonstrates how culture influences numerous situational variables in a negotiation and, in particular, how culture impacts upon negotiators' ethical decision making. It is posited that culture directly influences the legal environment, 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. The theoretical and practical implications of the model are also discussed.

Original languageEnglish
Pages (from-to)1-28
Number of pages28
JournalInternational Negotiation
Issue number1
Publication statusPublished - 1 Apr 2007
Externally publishedYes


  • Culture
  • Ethically ambiguous negotiation tactics
  • Ethics
  • Negotiation
  • Situational variables

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