Discussion Instructions
Read the article Ma, Z. (2010) The SINS in business negotiations: Explore the cross-cultural differences in business ethics between Canada and China. Journal of Business Ethics, 91, 123-135. DOI 10.1007/s10551-010-0571-5.
This article examines differences in what kind of negotiation tactics are considered ethical by business graduate students in Canada (low-context) and mainland China (high-context). It posses several hypotheses relating to expected norms of behavior based on cultural assumptions.
Think about the following things as you read and answer in your posts:
– Where you surprised by the results of any of the hypotheses? Why or why not?
-Thinking back to the lecture, what norms of Chinese negotiators might explain some of the strategies the participants said they were most likely to use?
-Overall, this article discusses the desire for international norms of business ethics for negotiations. Considering both the role of culture in negotiations and the findings of this article, how feasible is this idea to you? What might be some issues to consider that the article doesn’t address?
-This article is now over 10 years old. Do you think any of the findings may have changed since? Why?
-Finally, finish your response with a question about the article for your classmates.
-Respond to your classmates’ questions in your two response posts.