Handbook of Conflict Management Research
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Handbook of Conflict Management Research

Edited by Oluremi B. Ayoko, Neal M. Ashkanasy and Karen A. Jehn

This unique book draws together current thoughts and research in conflict management. Specifically, it brings a wealth of knowledge from authorities in the field on emerging issues such as power in conflict, cognition and emotions in conflict, leading conflict from multiple perspectives and cultural orientations, the role of context in conflict and the teaching of conflict management. Altogether, the Handbook provides a critical avenue for researchers and practitioners’ continued engagement in conflict research and management theory.
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Chapter 23: Ethics in international business negotiations

Richard A. Posthuma, Si-Hyun Kim and Roger Volkema


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.

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