Abstract
As business becomes more global, ethical issues are more likely to emerge during international business negotiations (Majluf and Navarrete, 2011; Vernon, 1987). This chapter examines the development of research on international business, negotiation, and ethics, as well as the need for more research on the intersection of these three disciplines and the challenges that researchers can expect to face. These challenges include the need to transition from studying attitudes and intentions to actual behaviors as well as the need to incorporate contextual factors into cross-cultural research designs. To assist with the latter, an overarching model is introduced to delineate and integrate three contextual levels and to help guide future research on the topic of ethics in international business negotiations.
This chapter deals with the convergence of three areas of inquiry: international business, negotiation, and ethics (Figure 23.1). Each of these areas of inquiry is important in its own right, with specific yet overlapping histories of emergence and growth. The continued strength and development of global markets, made more efficient and effective by ever-improving transportation and communication systems, has had obvious effects on the study of international business, but also on negotiation and ethics. Expanding business globalization means that more individuals from differing country cultures will be engaged in international business negotiations (Beauchamp, 2010; Carson, 2010; Fitzsimmons et al., 2011). And with the contrasting norms, customs, and legal systems found in these countries, we might expect a corresponding increase in negotiators’ use of competitive and questionable/unethical tactics as a way of dealing with the ensuing uncertainty. These tactics, however, not only decrease the chances of reaching integrative (win-win) agreements but also can jeopardize reputations and long-term business opportunities (Rivers and Lytle, 2007; Tinsley et al., 2002; Volkema et al., 2004).