How Americans and Chinese differ in using ethically questionable tactics in negotiations

The study examines how Americans and Chinese differ in using ethically questionable tactics in negotiations, and how inter-cultural negotiations differ from intra-cultural ones. The results show that Americans are more likely to use such tactics when negotiating with Chinese counterparts. The study suggests opportunities for future research on cross-national business negotiations.

Self-Reflective Summary
The article highlights about the research which has been to examine about how the
individuals who are from the different countries tend to vary based on the use of the ethically
questionable tactics at the time of making negotiations. The research also highlights about how
the people change their likelihood with using the inter-cultural negotiations which are then
opposed to the intra-cultural ones. The American participants are likely to make use of the
ethical questionable tactics for the negotiations. Here, the ethics is an important concern at the
time of making negotiations in business between the borders of the country. The research
highlights how the business relations are important to work at an increasingly globalized level
where the concerns are related to the ethical standards and the practices which involves the
escalation from parties. The response is about the research which helps in examining how the
people from the different countries might differ to make use of the ethics in negotiation. The
extent is where Americans and the Chinese people are making use of the ethical standards for the
negotiation process.
The U.S. and China are currently working on the world economies where the trading is
done between the countries which amounts to half a trillion USD. The relation is about the
bilateral relationship with focusing on the cooperative components that has been helpful to
address the negotiations with different norms and ethics (Yang et al, 2017). The comparisons are
made on how one can work with the unethical practices and meetings versus the inner cultural
situations. The significant learning for the economic and political effects along with improving
the knowledge mainly relating the tole of evaluation and the cross-cultural psychology. It has
been seen that the present study highlights about how the Americans need to work on changing
likelihood with focusing on how the negotiations are done for the counterpart with own country
when it is compared to the ethnicity of the business negotiations. The reviewing of the prior
studies help in focusing on the national cultures with negotiation nationality in an effective
manner. The focus is on how to make use of the ethical practices where the results reveal about
the Mexican participants who are able to match with the tactics that are holding in negotiations.
The comparative study makes use of the appropriateness with participants working likely to
accept the tactics which involves the third parties as well. The focus is on how the American

participants are less likely than the Brazilian participants to approve the tactics which are related
to the immediate counterparts (Yang et al, 2017).
As per the study, it has also been seen that there are different hypothesis for the case,
where the likelihood of the individuals is based on ethically handling the questionable tactics
which does not tend to change regardless of being from their own country. There are arguments
of individuals who have a different cognitive schema and the consideration is about the
appropriate behavior to adopt the negotiation from different countries. There are different forms
where the Chinese participants were recited through the market research firm which is based in
Shanghai. The study is related to the discussion about exploring how Americans and Chinese
might be changing the tendency to make use of the ethically questionable tactics which are based
on holding the negotiations through the supporting hypothesis. The forms are related to work
with the straightforward intergroup methods with perspectives that relates to the handling of
inter-cultural negotiations. The results are based on working with the providing of evidences for
a better prediction. The expected factors and the findings are based on level of culture and the
psychology forms, where the examination is done based on the nationality. The example is about
working with the Chinese counterparts with American negotiators who tend to contain the
increased tendency for making use of ethical tactics. As per the reflection, there are scandals of
the multinational pharmaceutical companies which could lead to damage the reputation and the
company profitability as well.
The results of the study which indicated about the America and Chinese participants who
are likely to look for using the ethical questionable tactics mainly to deal with the counterparts
from China. The tendency is stronger among American participants data which cannot be
explained by simply relying on the processes for the intergroup biased perspectives (Yang et al,
2017). The intergroup tend to predict about how to make use of the ethically questionable tactics
which are for the inter-cultural negotiations set with result of the current study. The study is
based on the results which cannot be explained by fulling handling the cross-cultural research
that suggest about the distinguishing groups in a sharper manner than Americans. The
participants are likely to make use of the inter-cultural negotiations than the intra-cultural as
there are evidences based on the current results that take into account the nationality of the
negotiation counterpart. As per the analysis, the instances are set to define how Americans

believe about the bribery which is commonly practiced in Chinese industry. They are mainly
inclined to the practices of bribery when there are negotiations with other Chinese counterparts.
The inclined factors are depending upon how one is abiding to the laws at the time of negotiating
with American counterparts (Yang et al, 2017). The major effect of the nationalities of the
participants is identified through the idea that includes the decision of ethicality in negotiations
which is not completely unfounded.
Hence, the current study is about focusing on the results of Chinese and American
participants with the negotiation that are moved from the intra to inter cultural situations. The
study helps in suggesting the different opportunities for the future research with analyzing the
business relationship that are built on the globalized level where the ethical concerns are
important for the future cross-national business negotiations.
Reference
Yang, Y., De Cremer, D. and Wang, C., 2017. How ethically would Americans and Chinese
negotiate? The effect of intra-cultural versus inter-cultural negotiations. Journal of Business
Ethics, 145(3), pp.659-670.