Interpretations of corruption in Intercultural bargaining
by Ambika Zutshi, Andrew Creed, Heiko E.R. Rudolph
International Journal of Business Governance and Ethics (IJBGE), Vol. 5, No. 3, 2010

Abstract: There is a fine line in business negotiations between being perceived as corrupt and having proper engagement with the natural tension and excitement of the business bargaining process. Combining literature review and experiential observation we provide a framework that will assist global business managers to more successfully negotiate cross-cultural business transactions. We identify some archetypal underpinnings of bargaining in a business context and question the established perceptions of corruption in intercultural business dealings. We conclude that different cultural systems produce variations of negotiating behaviour that need to be judged with a deeper local knowledge to avoid simply transferring inappropriate labels.

Online publication date: Tue, 01-Jun-2010

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