Perception Of Information Disclosure In Negotiations:a Cross Culture Comparison Between China And United States

Negotiations present parties with a dilemma of how to follow social norms of information disclosure.Negotiations require the need for parties to understand cultural dynamics in particular,how much and what kind of information to disclose.The purpose of this article is to propose an analytical and empirical framework for observing the relationship,communication behavior and perception of Information disclosure as well as the liability in negotiations.The research highlights what the impact of information disclosure has in negotiations and the relationship of information disclosure and success.This paper stresses the need for negotiators to consider cultural implications during negotiations and how information disclosure may be a liability and varies depending on the culture of the negotiator.The research also explores the communication behavior of information disclosure from both perspectives of Chinese and American negotiators.The literature on information disclosure is contradicting.Most of the literature focuses on the deception and unethical attributes of information disclosure eluding that dishonesty is beneficial in negotiations.However,in other literature it stresses the need of honesty as an ethical responsibility.These contradicting theories,it has created a paradox and a great deal confusion for negotiators.This is a critical gap in the literature that needs to be explored.There are challenges that are created from information disclosure such as the dilemma of trust and honesty;these dilemmas are researched with in the questionnaire.An additional challenge that is presented within information disclosure is the influence of culture on negotiations such as philosophical assumptions,business strategies,and business related interpretations,negotiations process and styles.This study examines the differences and similarities that Chinese and Americans have when it comes to information disclosure in negotiations.The questionnaire involves participants from China and America;it aims to identify how communication behavior of information disclosure differs between the two countries.The results indicate that there are differences in the behaviors of information disclosure and that culture influences can be found in information disclosure styles.