Culture and Deception in Business Negotiations: A Multilevel Analysis

By H. Triandis, Peter J. Carnevale, Michele J. Gelfand, C. Robert, S. Wasti, Tahira M. Probst, E. Kashima, T. Dragonas, D. Chan, Xiao Ping Chen and 6 more. 2001

198 citations recorded by the source corpus.

Subfields: Communication, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/483e5a8f1c4a20198328699923d622c0c2d0ba2d

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Citations in the corpus

Cross-cultural organizational behavior. (2007, background): “…been found among collectivistic samples in certain conditions, including intergroup or outgroup negotiations (Chen & Li 2005, Probst et al. 1999, Triandis et al. 2001), negotiations with little external monitoring (Gelfand & Realo 1999), and in situations in which negotiators have strong…”
Cultural influences on personality. (2002, background): “Triandis et al. (2001) found evidence of greater tendencies toward deception among collectivist samples.”
Cultural Differences: Why Do Asians Avoid Extreme Responses? (2008, background): “…suggesting that a middling response style should better fit the cultural norms and imperatives of persons living in collectivist cultures, since collectivism is associated with a greater emphasis on interpersonal harmony and a lesser emphasis on individual opinions (Triandis et al. 2001).”
The Relation Between Culture and Response Styles (2005, background): “In the United States, differences have been found in acquiescent reporting behavior among Caucasian, White, and Latino populations (Aday, Chiu, & Anderson, 1980; Carr, 1971; Johnson et al., 1997; Marin & Marin, 1989), as well as in several cross-national comparisons (Cunningham, Cunningham, & Gree”
The Horizontal/Vertical Distinction in Cross-Cultural Consumer Research (2006, result): “…that honesty in interactions with strangers is a characteristic that is valued less by collectivists than individualists, and several studies have supported this assertion (e.g., Triandis et al., 2001; Triandis & Suh, 2002; Trilling, 1972; van Hemert, van de Vijver, Poortinga, & Georgas, 2002).”
On the panculturality of self-enhancement and self-protection motivation: the case for the universality of self-esteem (2015, background): “are avoidance-oriented and emphasize face-saving, while valuing honesty less and tolerating lying more in social interactions (Triandis et al., 2001; Van Hemert, Van de Vijer, Poortinga, & Georgas, 2002).”
Values and lifestyles of individualists and collectivists: a study on Chinese, Japanese, British and US consumers (2004, background): “In all cultures, there are both idiocentrics and allocentrics in different proportions (Triandis et al., 2001).”
The MNC as an agent of change for host-country institutions: FDI and corruption (2006, result): “The results show that, consistent with previous research (see, for examples, Husted (1999), Triandis et al. (2001)), high power-distance countries tend to have high prevalence of corruption.”
‘Ren Qing” versus the ‘Big Five’ The Role of Culturally Sensitive Measures of Individual Difference in Distributive Negotiations (2005, unknown): “The Chinese culture is highly collectivistic, while the US culture is highly individualistic (Chow, Deng and Ho, 2000; Earley, 1989; Erez and Earley, 1987; Hofstede, 1980; Mortenson, 2002; Triandis et al, 2001; Weber, Hsee and Sokolowska, 1998).”