Cultural Intelligence in International Business Negotiation

2006 ◽  
Author(s):  
Wu Liu ◽  
Leigh Anne Liu
Keyword(s):  
International Business ◽  
Cultural Intelligence ◽  
Business Negotiation

scholarly journals Comparing Mediation Role of Cultural Intelligence and Self-Efficacy on the Performance of International Business Negotiation

2017 ◽  
Vol 10 (7) ◽  
pp. 22
Author(s):  
Nong Thi Hong Lam ◽  
Shu-Yi Liaw
Keyword(s):  
International Business ◽  
Self Efficacy ◽  
Cultural Intelligence ◽  
Positive Impact ◽  
Cultural Knowledge ◽  
Personality Factors ◽  
Mediating Effects ◽  
Business Negotiation ◽  
Positive Effects

The study examines the direct and mediating effects of personality factors of Vietnamese negotiators on international business negotiation performance. The theory is developed regarding the three elements: Quality of communication experience, cultural intelligence and negotiation self-efficacy. This study found that quality of communication experience has a strongly positive impact on the performance. Cultural intelligence and negotiation self-efficacy have strongly mediating effects on the performance. Additionally, cultural intelligence and negotiation self-efficacy have reciprocal positive effects. Overall, this study concludes that the tested personality factors have a significance effect on the performance of Vietnamese negotiators in international business negotiation. Therefore, negotiators should focus on enhancing more experience in communication, this is vital and the first priority factor which negotiators need to gain and improve. Furthermore, they have to improve their level of cultural intelligence through accumulating more cultural knowledge and behavior interaction with unfamiliar cultural backgrounds. Cultural intelligence appears to be an indispensable factor in an international context which helps negotiators to deal with cultural barrier issues effectively. Finally, negotiation self-efficacy is important to obtain a better performance which will be ameliorated along with the support of quality of communication experience and cultural intelligence.

Unpacking Cultural Intelligence: Cultivating Ethnorelativism in International Business Education

2021 ◽  
Vol 32 (2) ◽  
pp. 154-175
Author(s):  
Ru-Shiun Liou ◽  
Shaista Nisar ◽  
Kevin Lee ◽  
Deirdre Dixon ◽  
Julie Pennington
Keyword(s):  
International Business ◽  
Business Education ◽  
Cultural Intelligence ◽  
International Business Education

International Business Negotiation in a Globalizing World: Reflections on the Contributions and Future of a (Sub) Field

2006 ◽  
Vol 11 (2) ◽  
pp. 287-316 ◽  
Author(s):  
Stephen Weiss
Keyword(s):  
International Business ◽  
International Negotiation ◽  
Future Research ◽  
Business Negotiation ◽  
Government Relations ◽  
Intercultural Studies ◽  
Globalizing World

AbstractResearch on international business negotiation has been underway for 35 years. It has developed within two major paradigms: the macro-strategic, which focuses on organizational wholes, and the micro-behavioral, which focuses on individuals. The former further divides into business-government relations and interfirm relationship streams, while the latter branches into comparative and intercultural studies. While this article summarizes these bodies of literature, its main purpose is to offer a critique of this research, consider its contribution to practice and to the field of international negotiation, and stimulate ideas for future research.

PELANGGARAN EKSPEKTASI KOMUNIKASI DALAM NEGOSIASI BISNIS INTERNASIONAL DI INDONESIA

2016 ◽  
Vol 4 (1) ◽  
pp. 1-18
Author(s):  
Surti Sunanto
Keyword(s):  
Interpersonal Communication ◽  
International Business ◽  
Evaluation Process ◽  
Expectancy Violations ◽  
Communication Behaviors ◽  
Social Motives ◽  
Business Negotiation ◽  
Expectancy Violation ◽  
Key Words Communication ◽  
Business Negotiations

This study aims to understand the evaluation of communication expectancy violations in international business negotiations in Indonesia. By utilizing the Expectancy Violation Theory (EVT) coined by Judee K. Burgoon (1976) as the primary theoretical reference, this study will explore the forming of communication expectancy as well as the evaluation process undertaken when those communication expectancies are violated within the context of international business negotiations. This study was conducted using a qualitative approach to understand the formation of expectancies and the process of evaluating expectancy violations within the business negotiation context through the lenses of experiences of Indonesian negotiators of the same industry. This strategy is hoped to provide details of the aforementioned process so then this phenomenon can be understood and new arising factors can be identified. The findings of the research indicate that the goal of negotiation and the negotiator’s social motives have become the main moderator in the evaluation of expectancy violations in the negotiation context, both in the event of ambiguous communication behaviors and when an expectation is negatively violated. This differs to EVT’s proposition stating that communicator reward valence is the main moderator in the evaluation process. This study also proposed a model of expectancy violation evaluation within the negotiation context that was never discussed before in previous literature.   Key words: communication expectancy, expectancy violations, interpersonal communication, negotiation, international business negotiations   Penelitian ini bertujuan untuk memahami proses evaluasi pelanggaran ekspektasi komunikasi dalam negosiasi bisnis internasional di Indonesia. Dengan menggunakan Expectancy Violation Theory (EVT) oleh Judee K. Burgoon (1976) sebagai rujukan teoritis utama akan dieksplorasi bagaimana proses pembentukan ekspektasi komunikasi negosiator serta proses evaluasi yang dilakukan pada saat ekspektasi komunikasi tersebut dilanggar dalam konteks negosiasi bisnis internasional. Penelitian dilakukan dengan menggunakan pendekatan kualitatif untuk memahami pembentukan ekspektasi dan proses evaluasi pelanggaran ekspektasi dalam konteks negosiasi melalui pengalaman para negosiator berkebangsaan Indonesia yang telah berpengalaman melakukan negosiasi bisnis internasional. Dengan strategi ini diharapkan dapat terungkap detail proses tersebut, sehingga dapat dipahami dan diindentifikasi faktor-faktor baru yang muncul ketika proses evaluasi pelanggaran ekspektasi dilakukan dalam konteks tersebut. Temuan penelitian ini menunjukkan bahwa dalam konteks negosiasi bisnis, tujuan negosiasi menjadi moderator utama dalam proses evaluasi pelanggaran ekspektasi, baik pada saat terjadi prilaku komunikasi yang ambigu, maupun saat terjadi pelanggaran ekspektasi secara negatif. Hal ini berbeda dengan apa yang disebutkan dalam EVT bahwa kadar nilai komunikator menjadi moderator utama dalam proses evaluasi. Dari temuan hasil penelitian ini diajukan juga model evaluasi pelanggaran harapan dalam konteks negosiasi. Kata kunci: ekspektasi komunikasi, pelanggaran ekspektasi, komunikasi interpersonal, negosiasi, negosiasi bisnis internasional

scholarly journals The Impact of Culture on Business Negotiation Styles: A Comparative Study between Bangladesh and China

2018 ◽  
Vol 13 (8) ◽  
pp. 121
Author(s):  
Shen Gangyi ◽  
Md Rakibul Hoque ◽  
Peng Zhangwen
Keyword(s):  
International Business ◽  
Study Data ◽  
Cultural Dimension ◽  
Business Negotiation ◽  
Republic Of China ◽  
Business Executives ◽  
Chinese Business ◽  
Trade Partner ◽  
The Impact

The People’s Republic of Bangladesh is an emerging and booming trade partner with different countries especially with the People’s Republic of China. China achieved a double-digit GDP which is a remarkable economic record or milestone. A long-term win-win business relationship between Bangladesh and China is being sustained and through this relationship a significant number of business dealings have been made each and every year. One of the greatest challenges that Bangladeshi and Chinese business executives are facing in international business is effective communication with their counterparts during the negotiations. This study aims at investigating the impact of culture in negotiation styles – accommodation, collaboration, competition, compromise and withdrawal. Business executives were the targeted population for this study. About 50 business executives from Bangladesh and 40 Chinese business executives working in Bangladesh were selected for the study. Data has been analyzed by SPSS software. The finding shows that both groups have international business experiences and have completed successful negotiations before. Accommodation, competition, and withdrawal negotiation styles are affected by culture and other two styles – compromise and collaboration – are not affected by culture. Hofstede’s cultural dimension index also supports these hypotheses. The findings of this study will help both Chinese and Bangladeshi business executives to achieve successful negotiations.

"Past experience, cultural intelligence, and satisfaction with international business studies"

2013 ◽  
Vol 2013 (1) ◽  
pp. 16585
Author(s):  
Daniel L. Morrell ◽  
Elizabeth C. Ravlin ◽  
Jase Ramsey ◽  
Anna Katherine Katherine Ward
Keyword(s):  
International Business ◽  
Cultural Intelligence ◽  
Past Experience ◽  
Business Studies

scholarly journals Preparation of International Business Negotiation Strategies: Competitive Assessment Aspects in The Market Power System

2020 ◽  
Vol 74 ◽  
pp. 06024
Author(s):  
Kęstutis Peleckis ◽  
Valentina Peleckienė ◽  
Kęstutis K. Peleckis ◽  
Giedrė Lapinskienė ◽  
Zlatko Nedelko
Keyword(s):  
Market Power ◽  
International Business ◽  
Competition Policy ◽  
Research Problem ◽  
Natural Monopoly ◽  
Theory And Practice ◽  
Business Negotiation ◽  
Negotiation Strategies ◽  
The Subject ◽  
Regulatory Measures

The existence of exclusive rights to produce or supply services means a monopoly. Often it is called a natural monopoly. Exclusive rights are granted for a long period of time, which should encourage major investments in infrastructure, the development of which is unlikely to occur without a guaranteed market. But sometimes exclusive rights are used in situations where there is no natural monopoly. Exclusive rights are, in many respects, one of the main routes to market. Exclusive rights may allow monopoly pricing and other market power tools. Regulatory measures used by competition authorities alone do not make it possible to avoid such a situation, as they often show a very low success rate in preventing market power from being used to protect consumers. The purpose of this article is to analyze the theory and practice of preparing negotiating strategies in a complex way, to reveal opportunities to develop and implement these negotiating strategies, taking into account competition policy actions. The subject of the study is the preparation of negotiation strategies taking into account competition policy actions in the market. The research problem of the article there is not enough tools in the negotiation theory to help develop negotiation strategies in line with competition policy actions.

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