The impact of demographic factors on negotiation ethics

Demographical factors have a great influence on people’s ethical behaviour. In this paper, we shall focus on national culture, gender and age. There are no universal ethical norms, and in every culture there are different standards of business ethics. Gender differences in negotiation behaviour come from different roles that women and men have in any given society, and different expectations they have from negotiations. There are also significant differences between older and younger participants in various pieces of research on ethical decision-making. There are some other factors with substantial influence on one’s ethics, such as personality traits and situational factors, but they were not dealt with in this paper.