Attitudes éthiques et perceptions des tactiques non éthiques de la négociation commerciale

Année: 
2012
Pages: 
21
Type: 
Actes du congrès
Attitudes éthiques et perceptions des tactiques non éthiques de la négociation commerciale
Ethical attitudes and perceptions of unethical negotiation tactics
Abstract: 

This research focuses on the ethical reasoning of the negotiators, the role of trust in negotiation, and the use of negotiation tactics regarded as misleading. The results of our study with a sample of students who were trained in business negotiation, indicate that individual characteristics have an impact on ethical attitudes and that the level of trust is a predictor of the likelihood of using unethical negotiation tactics. Thus, trust plays an important role in the choice of negotiating tactics. This study provides implications for the development of negotiation strategies that can increase the competitiveness of the negotiators.