Competitive negotiators frequently use tactics which others view as "unethical", in that these tactics either violate standards of truth telling or violate the perceived rules of negotiation. This paper sought to determine how business students viewed a number of marginally ethical negotiating tactics, and to determine the underlying factor structure of these tactics. The factor analysis of these tactics revealed five clear factors which were highly similar across the two samples, and which parallel (to a moderate degree) categories of tactics (...) proposed by earlier theory. Data from one sample also permitted comparisons of the appropriateness of certain tactics across gender, nationality, ethnic origin and perception of one's negotiating style. (shrink)

This volume contains invited and contributed papers delivered at a symposium on the occasion of Professor Glauber's 60th birthday. The papers, many of which are authored by world leaders in their fields, contain recent research work in quantum optics, statistical mechanics and high energy physics related to the pioneering work of Professor Roy Glauber; most contain original research material that is previously unpublished. The concepts of coherence, cooperativity and fluctuations in systems with many degrees of freedom are a common base (...) for all of Professor Glauber's research initiatives and, in fact, for much of contemporary physics. His role in shaping these cconcepts is reflected and honoured in the papers contained in this book. (shrink)

Machine generated contents note: List of figures; List of tables; Editors; Contributors; Editors' acknowledgements; Part I. The Conceptual Challenge of Researching Trust Across Different 'Cultural Spheres': 1. Introduction: unraveling the complexities of trust and culture Graham Dietz, Nicole Gillespie and Georgia Chao; 2. Trust differences across national-societal cultures: much to do or much ado about nothing? Donald L. Ferrin and Nicole Gillespie; 3. Towards a context-sensitive approach to researching trust in inter-organizational relationships Reinhard Bachmann; 4. Making sense of trust across (...) cultural contexts Alex Wright and Ina Ehnert; Part II. Trust Across Different 'Cultural Spheres': Inter-Organizational Studies: 5. Examining the relationship between trust and culture in the consultant-client relationship Stephanos Avakian, Timothy Clark and Joanne Roberts; 6. Checking, not trusting: trust, distrust and cultural experience in the auditing profession Mark R. Dibben and Jacob M. Rose; 7. Trust barriers in cross-cultural negotiations: a social psychological analysis Roderick M. Kramer; 8. Trust development in German-Ukrainian business relationships: dealing with cultural differences in an uncertain institutional context Guido Möllering and Florian Stache; 9. Culture and trust in contractual relationships: a French-Lebanese cooperation Hèla Yousfi; 10. Evolving institutions of trust: personalized and institutional bases of trust in Nigerian and Ghanaian food trading Fergus Lyon and Gina Porter; Part III. Trust Across Different 'Cultural Spheres': Intra-Organizational Studies: 11. The role of trust in international cooperation in crisis areas: a comparison of German and US-American NGO partnership strategies L. Ripley Smith and Ulrike Schwegler; 12. Antecedents of supervisor trust in collectivist cultures: evidence from Turkey and China S. Arzu Wasti and Hwee Hoon Tan; 13. Trust in turbulent times: organizational change and the consequences for intra-organizational trust Veronica Hope-Hailey, Elaine Farndale and Clare Kelliher; 14. The implications of language boundaries on the development of trust in international management teams Jane Kassis Henderson; 15. The dynamics of trust across cultures in family firms Isabelle Mari; Part IV. Conclusions and Ways Forward: 16. Conclusions and ways forward Mark N. K. Saunders, Denise Skinner and Roy J. Lewicki; Index. (shrink)

Open peer commentary on the article “Modeling Subjects’ Experience While Modeling the Experimental Design: A Mild-Neurophenomenology-Inspired Approach in the Piloting Phase” by Constanza Baquedano & Catalina Fabar. Upshot: Demonstrating the relevance of collecting first-person data and of establishing reciprocal constraints between this these data and behavioral data to overcome the issue of behavioral data replication is an interesting result. However, this result, as such, falls short of offering any theoretical reorientation of the neurophenomenological project, strictly understood.