Culture and deception in business negotiations: A multilevel analysis

Harry C. Triandis; Peter Carnevale; Michele Gelfand; Christopher Robert; S. Arzu Wasti; Tahira Probst; Emiko S. Kashima; Thalia Dragonas; Darius Chan; Xiao Ping Chen; Uichol Kim; Carsten De Dreu; Evert Van De Vliert; Sumiko Iwao; Ken Ichi Ohbuchi; Paul Schmitz

doi:10.1177/147059580111008

Culture and deception in business negotiations: A multilevel analysis

Harry C. Triandis, Peter Carnevale, Michele Gelfand, Christopher Robert, S. Arzu Wasti, Tahira Probst, Emiko S. Kashima, Thalia Dragonas, Darius Chan, Xiao Ping Chen, Uichol Kim, Carsten De Dreu, Evert Van De Vliert, Sumiko Iwao, Ken Ichi Ohbuchi, Paul Schmitz

Research output: Contribution to journal › Article › peer-review

106 Citations (Scopus)

Abstract

This article investigates the relationship between culture, personality, and deception in a simulated international management negotiation at multiple levels of analysis. 'Deception' was operationalized here as the propensity to lie and bribe. As predicted, at the cultural level the results from a scenario study with 1583 participants from eight cultures suggested that cultural collectivism was positively related to reported use of deception in negotiations, and to greater emotional reactions (i.e. guilt, shame, and disgust) after the use of deception. At the individual level, however, the personality variable of allocentrism (consisting of behaviors found in collectivist cultures) was negatively related to the use of deception. Theoretical implications are discussed.

Original language	English
Pages (from-to)	73-90
Number of pages	18
Journal	International Journal of Cross Cultural Management
Volume	1
Issue number	1
DOIs	https://doi.org/10.1177/147059580111008
Publication status	Published - 2001

Keywords

Collectivism
Deception
Individualism
Negotiations

ASJC Scopus subject areas

Business and International Management
Cultural Studies
Arts and Humanities (miscellaneous)
Organizational Behavior and Human Resource Management

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10.1177/147059580111008

Cite this

Triandis, H. C., Carnevale, P., Gelfand, M., Robert, C., Wasti, S. A., Probst, T., Kashima, E. S., Dragonas, T., Chan, D., Chen, X. P., Kim, U., De Dreu, C., Van De Vliert, E., Iwao, S., Ohbuchi, K. I., & Schmitz, P. (2001). Culture and deception in business negotiations: A multilevel analysis. International Journal of Cross Cultural Management, 1(1), 73-90. https://doi.org/10.1177/147059580111008

Triandis, HC, Carnevale, P, Gelfand, M, Robert, C, Wasti, SA, Probst, T, Kashima, ES, Dragonas, T, Chan, D, Chen, XP, Kim, U, De Dreu, C, Van De Vliert, E, Iwao, S, Ohbuchi, KI & Schmitz, P 2001, 'Culture and deception in business negotiations: A multilevel analysis', International Journal of Cross Cultural Management, vol. 1, no. 1, pp. 73-90. https://doi.org/10.1177/147059580111008

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abstract = "This article investigates the relationship between culture, personality, and deception in a simulated international management negotiation at multiple levels of analysis. 'Deception' was operationalized here as the propensity to lie and bribe. As predicted, at the cultural level the results from a scenario study with 1583 participants from eight cultures suggested that cultural collectivism was positively related to reported use of deception in negotiations, and to greater emotional reactions (i.e. guilt, shame, and disgust) after the use of deception. At the individual level, however, the personality variable of allocentrism (consisting of behaviors found in collectivist cultures) was negatively related to the use of deception. Theoretical implications are discussed.",

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note = "Funding Information: This project was supported by NSF Grant No. SBR-92 10536, entitled `Culture and Negotiation Behavior'. Phanikiran Rhadakrishnan contributed to the construction of the scenario used in this study and to some analyses.",

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AU - De Dreu, Carsten

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AU - Iwao, Sumiko

AU - Ohbuchi, Ken Ichi

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Culture and deception in business negotiations: A multilevel analysis

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