International Business Negotiations : A study analyzing Swedish SME:s on the Chinese market (original) (raw)
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The study was based on the framework of Hofstede's cultural dimensions using qualitative research method. The findings, along with other issues, bring up three aspects for entrepreneurs to consider when dealing with international negotiations. Limited experience and the perception of differences may lead to generation of stereotypes among entrepreneurs. Therefore, education and thorough investigation would be beneficial for acquiring efficient negotiation behavior.
SSRN Electronic Journal, 2016
The theory and international practice enshrines negotiation as being a multidimensional concept, based on communication. This feature confers negotiation a complex and varied content and makes it dependent on multiple factors that determines its success. These factors which have a significant importance on international negotiation include also culture, which contributes significantly to the enhance of the negotiation process complexity, adding a new dimension to the content of international negotiations. The participant's culture proves to be one of the strongest and most influential factors that can stimulate or taint the process and the results of negotiation. In this paper we propose to analyze the implications of the cultural factors on the negotiation process and how they can stimulate or taint the process and the results of negotiation. KEY WORDS: culture, international negotiation, intercultural differences P resent in everyday language, the term negotiation is assimilated with a way of thinking, with an attitude, a behavior, a science, a philosophy. "In business you do not get what you deserve but what you negotiate," said Chester L. Karrass, repeating in this way a gloomy assertion, but a commonly accepted one.
Guidelines for effective intercultural business negotiations
Strategic HR Review, 2019
Purpose For managers and senior executives who find themselves negotiating with international partners who differ in terms of culture, communication style, time orientation, as well as personal and professional backgrounds, understanding the complex range of factors that impact intercultural business negotiations (ICBN) for short – is a fundamentally important skill. Design/methodology/approach This paper is based on an organised review of literature on culture and business negotiations in Usunier (2019), systematically examining the interface of culture with dispositional (e.g. negotiator’s gender) and situational variable (e.g. type of contract, one-shot versus repeated deals). Findings Empathy is not all, culture overlaps and interacts with other key negotiation variables. The paper derives a set of guidelines for effective ICBN. Originality/value Many approaches to ICBN emphasise culture as a stand-alone variable. The approach helps to avoid naïve behaviour and proposes a framew...
Study of the Impact of Culture Factors on Sino-US Business Negotiations
American Journal of Business Management (AJBM), 2020
With the rapid development of economic globalization, businesses and trades between various countries are increasing with each passing day. Business negotiation is the link of communication and cooperation between many countries, which can not only promote the economic development of countries, but also strengthen the peaceful coexistence among countries. From the perspective of cross-cultural negotiation, this paper aims to explore the causes, characteristics and improvement measures of the cultural differences between China and the United States. **Statement** **Dear scholars, Dr. Allison Qiu is a director at Journal of American Academic Research, USA (JAAR publishing center): www.american-journals.com **She is also the administrator for the Academia account at JAAR publishing center, so she is not one of the authors of any listed articles (published at JAAR) at Academia. **Please don't misunderstand it because her name will show in all articles ( published at JAAR publishing center) listed in Academia.