IDEAS home Printed from https://ideas.repec.org/a/spr/grdene/v32y2023i6d10.1007_s10726-023-09844-y.html
   My bibliography  Save this article

Ethically Questionable Negotiation Strategies in South Asia: A Comparative Study of India and Pakistan

Author

Listed:
  • Zhenzhong Ma

    (Harbin Institute of Technology Shenzhen
    University of Windsor)

  • Kun Li

    (Nanjing Audit University)

  • Guangrui Guo

    (University of Windsor)

  • Jagdish Pathak

    (University of Windsor)

  • Young Ho Song

    (University of Windsor)

Abstract

The past decades have seen increased integration of South Asia into the global economy, yet the study on management practices in this region is behind its expansion of business. This study explores the impact of tribalism and collectivism on ethically questionable negotiation strategies in two of the most important emerging economies in South Asia – India and Pakistan. The empirical results show that participants from Pakistan consider ethically questionable negotiation strategies to be more appropriate than those from India due to high tribalism in Pakistan. In addition, this study further shows that collectivism is significantly related to the perceived appropriateness of ethically questionable negotiation strategies in Pakistan but not in India. Implications and future research for contextualizing international business research and human management practices in South Asia are then discussed.

Suggested Citation

  • Zhenzhong Ma & Kun Li & Guangrui Guo & Jagdish Pathak & Young Ho Song, 2023. "Ethically Questionable Negotiation Strategies in South Asia: A Comparative Study of India and Pakistan," Group Decision and Negotiation, Springer, vol. 32(6), pages 1289-1314, December.
    • Handle: RePEc:spr:grdene:v:32:y:2023:i:6:d:10.1007_s10726-023-09844-y
    DOI: 10.1007/s10726-023-09844-y
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s10726-023-09844-y
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1007/s10726-023-09844-y?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:grdene:v:32:y:2023:i:6:d:10.1007_s10726-023-09844-y. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.