HRMT20024 T2 2019 Assessment 1: Workplace Negotiation Strategies

This presentation analyzes the article "Ethically questionable negotiation tactics in the Austrian workplace" by Goelzner, Stefanidis, and Banai (2019). The study investigates the impact of ethical optimism, individualism-collectivism, and interpersonal expectations on negotiation ethics within the Austrian context. The research, employing survey questionnaires with 304 participants and regression analysis, categorizes negotiation strategies into misleading, pretending, and deceitful tactics. Key findings indicate that idealistic negotiators are less likely to endorse these questionable tactics. The presentation highlights the article's contribution to understanding negotiation strategies in a Germanic culture, offering insights into how negotiators might use different tactics and simplifying the model associated with antecedents regarding endorsement of questionable strategies across culture, making it relevant to HRMT20024's focus on workplace negotiation processes.

HRMT20024 Assessment 1
Week 11 Workplace negotiation processes
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Article Title and full reference
– The title of article is “Ethically questionable negotiation tactics in the Austrian
workplace”.
– Full reference:
Goelzner, H., Stefanidis, A., & Banai, M. (2019). Ethically questionable negotiation
tactics in the Austrian workplace. European Business Review, 31(1), 115-138.

Article - objective
• The objective of this article is to simplify findings of investigation related to
effects of ethical optimism, individualism-collectivism as well as inter-personal
expectation in tactics of negotiation ethics. These tactics are misleading,
pretending, and deceitful in a Germanic culture related to Austria.

Article - method
• In this article, survey questionnaire was used for translating from English to
German. Along with this, total of 304 participants were selected in this article.
• A regression assessment was applied for testing the contribution related to
independent variables and discussion about attitudes of negotiators with
regards to questionable negotiation strategies.

Article - findings
• This investigation is empirically support to categories the three groups related
to negotiation strategies such as misleading, pretending, and deceitful in a
Germanic culture in the context of Austria.
• It is also found that idealistic negotiators is tending for not endorsing the
application of pretending, deceiving as well as, lying negotiation tactics.

Article - conclusion
• Conclusion:
• It can be concluded that the selected article demonstrates a model regarding
antecedents of negotiation tactics within Germanic cultural context.
• It can be also summarized that this investigation validates in terms of
questionable groups about negotiation tactics. It had earlier been investigated
only in non-Germanic cultures.

Article – how does it contribute to this week’s topic
• The investigation enables an negotiators of Austria to implement feasible
techniques for expecting the extent where, Austrian negotiators will utilize
different questionable strategies related to negotiation.
• This research effectively contributing in simplifying the model associated with
antecedents regarding endorsement of questionable strategies in across of
culture.