International Business Negotiation

10.36068/1.9 ◽  
2019 ◽  
Keyword(s):  
International Business ◽  
Business Negotiation

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.

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.

Understanding International Business Negotiation Behavior: Credible Commitments, Dispute Resolution, and the Role of Institutions

2016 ◽  
Vol 21 (1) ◽  
pp. 165-198 ◽  
Author(s):  
Yue Wang ◽  
Karen Yuan Wang ◽  
Xufei Ma
Keyword(s):  
Dispute Resolution ◽  
International Business ◽  
Institutional Economics ◽  
Transaction Cost Economics ◽  
New Institutional Economics ◽  
Credible Commitments ◽  
Business Negotiation ◽  
Negotiation Behavior ◽  
Theoretical Perspectives ◽  
Ex Post

Developed mainly in the broad field of negotiation, the existing literature on international business negotiation has adopted theoretical perspectives that focus on differences between negotiating parties. In this article, we argue that opportunism is more fundamental than differences in our understanding of international business negotiation behavior. Parties’ concerns over how to mitigate opportunism are the fundamental force that drives such negotiation behavior, and the likelihood of opportunism is affected mostly by the economic nature of the asset parties committed to the business exchange. By synthesizing transaction cost economics and new institutional economics, this paper develops an alternative theoretical model that complements the existing negotiation literature to explain negotiation behavior. Our model theorizes relationships between parties’ ex-ante credible commitments and ex-post dispute resolution strategies and explores how institutions moderate such relationships in shaping international business negotiation behavior and process.

scholarly journals INTERNATIONAL BUSINESS NEGOTIATION STRATEGIES BASED ON BARGAINING POWER ASSESSMENT: THE CASE OF ATTRACTING INVESTMENTS

2016 ◽  
Vol 17 (6) ◽  
pp. 882-900 ◽  
Author(s):  
Kęstutis PELECKIS
Keyword(s):  
International Business ◽  
Bargaining Power ◽  
Scientific Literature ◽  
Negotiation Process ◽  
Business Negotiation ◽  
Negotiation Strategies ◽  
Analysis And Synthesis ◽  
Business Negotiations ◽  
Increasing Risk ◽  
Data Analysis Methods

At present business solutions are used for development and implementation of negotiating strategies for international business, which are not universally suitable for business development in all situations in context of globalization, with current challenges, which are characterized by increasing risk, uncertainty and cultural differences. The purpose of the research is to provide a theoretical model for developing and implementing international business negotiation strategies, based on bargaining power assessment, as well as to conduct an experiment and test the suitability and adaptability of the developed model in an international business negotiation situation – in case of attracting investments. Research methods – scientific literature analysis, comparative, logical analysis and synthesis, comparative and generalisation methods, mathematical and statistic data analysis methods. According to the results, the developed model can be used to reinforce international business negotiations and electronic business negotiations, as an independent systemic unit of the negotiation process (a measure that is autonomous or requires only partial intervention of the negotiator).

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