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Article
Publication date: 1 June 2003

Nina Reynolds, Antonis Simintiras and Efi Vlachou

Global companies increasingly rely on the effectiveness of business negotiations for their survival and growth. As an important business function for creating and maintaining…

9867

Abstract

Global companies increasingly rely on the effectiveness of business negotiations for their survival and growth. As an important business function for creating and maintaining successful relationships, international business negotiations during the last decade (1990‐2000) have attracted considerable attention among researchers. Although these research efforts have shed light on several aspects of international business negotiations, there has been neither a comprehensive assessment of the knowledge gained, nor a systematic analysis of the issues that this research appears to have left unexplored. It is the purpose of this study to provide a thorough review of the publications on international business negotiations generated in the last decade, identify trends, assess where the discipline currently is and where it might be going.

Details

International Marketing Review, vol. 20 no. 3
Type: Research Article
ISSN: 0265-1335

Keywords

Article
Publication date: 31 January 2020

Jens Ola Eklinder-Frick and Lars-Johan Åge

Historically, a transactional perspective has dominated the business negotiation literature. This perspective includes the notions that business negotiations are a linear process…

1082

Abstract

Purpose

Historically, a transactional perspective has dominated the business negotiation literature. This perspective includes the notions that business negotiations are a linear process that follows episodic or stage models, business negotiations are geared toward an outcome in the form of a one-time transaction, business negotiations focus on a single negotiator or negotiation in a dyad and the research has historically viewed negotiation as a “zero-sum” game. Inspired by a long tradition of empirical studies of business relationships, there is good reason to apply a conceptual analysis to challenge these four assumptions and propose an alternative view on the negotiation process. The purpose of this paper is to contrast how aspects of business negotiations are commonly conceptualized with the industrial marketing and purchasing (IMP) perspective and develop propositions that will contribute to future research by offering guidelines for the development of business negotiation literature.

Design/methodology/approach

To contribute to a discussion on the relation between conceptualization and research results, definitions within the existing literature regarding business negotiation are contrasted with similar definitions of concepts from the IMP perspective.

Findings

Four propositions have been formulated that further the conceptual understanding of business negotiation. Moreover, a need for future methodological deliberations is demonstrated, and suggestions for future research in the field are offered.

Originality/value

Introducing a relational perspective into the conceptually rather underdeveloped stream of research would help to develop the existing critique within the business negotiation literature of its transactional, linear and dyadic focus.

Details

Journal of Business & Industrial Marketing, vol. 35 no. 5
Type: Research Article
ISSN: 0885-8624

Keywords

Book part
Publication date: 14 February 2022

Kandarp Harsiddh Mehta

The objective of this chapter is to understand the negotiation experience of women in the context of the family business. The study is based on interviews of 12 women in…

Abstract

The objective of this chapter is to understand the negotiation experience of women in the context of the family business. The study is based on interviews of 12 women in leadership or senior positions in their family firms. This investigation looks at how women overcome negotiation challenges and turn them into opportunities when negotiating in their family enterprises.

The study finds that principal challenges are (a) lack of recognition of legitimacy, (b) lack of negotiation power, and (c) role conflict. The challenges faced by women in negotiations in a family business are consistent with the extant literature. Women in leadership positions in a family business overcome these challenges by adopting strategies that help them handle a specific situation more strategically and enhance their overall negotiation skills. The main strategies adopted by women are (a) forming alliances, (b) showing evidence of competence, (c) formalization of the negotiation processes, (d) negotiating from the perspective of the family and the future, (e) having role models, and finally (f) employing positive stereotypes about women in the negotiation.

The author recommends that family businesses can become more inclusive and empower their female members by grooming them from an early age to become leaders, by formalizing negotiation processes and thereby reducing the influence of personal biases and, by exposing female members of the family, from a young age, to inspiring role models.

Details

The Power of Inclusion in Family Business
Type: Book
ISBN: 978-1-80117-579-1

Keywords

Article
Publication date: 1 April 1984

Farouk I. Heiba

Environmental determinants of International Business Negotiations: A Strategic Planning Model Negotiation is a skill which can be learned. Most American and Western executives do

1971

Abstract

Environmental determinants of International Business Negotiations: A Strategic Planning Model Negotiation is a skill which can be learned. Most American and Western executives do not, however, devote sufficient time or effort to learn the art of negotiation or to understand the cultural differences among nations. The accelerating interdependency among global societies and the growing role of U.S. and Western countries in international trade, especially with Third World governments, strongly necessitate learning, experience, and training in this important task. True understanding of environmental determinants, styles, and tactics of international business negotiations is a must, if one is to achieve desirable outcomes. The old attitude of bargaining overseas and the John Wayne approach will not work anymore. “Go native” and “adaptibility” will be the key words for successful international business negotiations in the future.

Details

International Marketing Review, vol. 1 no. 4
Type: Research Article
ISSN: 0265-1335

Article
Publication date: 1 June 2015

Huilin Xiao and Zhenzhong Ma

This paper aims to explore cross-cultural differences in perceived ethicality of negotiation strategies among China, Taiwan and Canada by examining five categories of strategies…

2454

Abstract

Purpose

This paper aims to explore cross-cultural differences in perceived ethicality of negotiation strategies among China, Taiwan and Canada by examining five categories of strategies often used in business negotiations.

Design/methodology/approach

This paper uses a survey method to investigate a group of over 600 business students’ opinions on the ethicality of a variety of negotiation strategies often used during the bargaining process.

Findings

The results show that the Chinese both from the mainland and from Taiwan consider it more appropriate to use ethically questionable negotiation strategies than Canadians. In addition, significant gender differences are found for Canadians, in that male Canadians are more likely to consider it appropriate to use ethically questionable strategies in all five categories than females, while no gender differences are found for mainland Chinese in all but one category, with a moderate level of gender differences found for the Taiwanese.

Practical implications

The findings of this paper help explain why there are different understandings toward what is ethical and what is not in negotiations, which can be used to better equip practitioners to accurately label and understand negotiation strategies they may otherwise deem unethical. A better understanding of cross-cultural differences in business ethics can also help practitioners avoid the feelings of anger and mistrust toward their opponents and thus avoid using tactics that might incite more anger and hatred from the other party.

Originality/value

This paper contributes to the cross-cultural literature on ethical attitudes and behaviors and helps us better understand cross-cultural differences in business ethics in a negotiation context. This paper narrows this gap by empirically validating some of the Western findings in China and Taiwan. The results also provide support for a set of commonly accepted strategies to be used in business negotiation.

Details

Nankai Business Review International, vol. 6 no. 2
Type: Research Article
ISSN: 2040-8749

Keywords

Article
Publication date: 1 March 1995

Robert Gulbro and Paul Herbig

In this age of the global economy, cross‐cultural negotiation is becoming an increasingly important part of the management and marketing process for nearly every firm. Compares…

1117

Abstract

In this age of the global economy, cross‐cultural negotiation is becoming an increasingly important part of the management and marketing process for nearly every firm. Compares the cross‐cultural negotiation behaviour and differences in the perceived processes between those firms which consider themselves North American‐focused and those firms which report a worldwide or international outlook. Proposes several hypotheses, reports significant differences between the two groups and provides analysis.

Details

Cross Cultural Management: An International Journal, vol. 2 no. 3
Type: Research Article
ISSN: 1352-7606

Article
Publication date: 1 August 2001

Xinping Shi and Philip C. Wright

Reports on the development and the validation of a measurement scale of International Business Negotiators (IBNs), derived from the literature and confirmed byself‐perceptions of…

2736

Abstract

Reports on the development and the validation of a measurement scale of International Business Negotiators (IBNs), derived from the literature and confirmed byself‐perceptions of Chinese business negotiators. Following a qualitative approach, the authors analyzed literature based on prior works in international business negotiations, cross‐cultural management, international business executives, and Sino‐Western business negotiations, to derive themes and items for developing an IBNs measurement scale. The key‐informant method was used to survey Chinese business negotiators (N1=92, N2 =478) for operationalizing the IBNs scale. Exploratory and confirmatory factor analyses, as well as structural equation modeling analysis, were carried out to examine and to validate factor structures, internal consistency, unidimensionality and the construct validity of the IBNs. The results justify a ten‐factor IBNs scale with significant psychometric properties.

Details

Journal of Managerial Psychology, vol. 16 no. 5
Type: Research Article
ISSN: 0268-3946

Keywords

Article
Publication date: 1 March 1986

Pervez N. Ghauri

Treating negotiations as a technique which can be learned and adapted to international business, this article takes a problem solving approach and endeavors to provide some…

2554

Abstract

Treating negotiations as a technique which can be learned and adapted to international business, this article takes a problem solving approach and endeavors to provide some guidelines for successful negotiating. It addresses the different stages of the negotiation process and provides a strategic planning model for negotiations.

Details

International Marketing Review, vol. 3 no. 3
Type: Research Article
ISSN: 0265-1335

Article
Publication date: 2 May 2017

Henrik Agndal, Lars-Johan Åge and Jens Eklinder-Frick

This paper aims to present a review of articles on business negotiation published between 1995 and 2015.

5649

Abstract

Purpose

This paper aims to present a review of articles on business negotiation published between 1995 and 2015.

Design/methodology/approach

This literature review is based on 490 articles on business negotiation.

Findings

When analyzing the conceptual underpinnings of this field, two paradigms emerge as dominant. The most prominent paradigm is a cognitive, psychological approach, typically relying on experiments and statistical testing of findings. The second dominating paradigm is a behavioral one, largely concerned with mathematical modeling and game-theoretical models.

Practical implications

Besides offering a description of the characteristics adhered to the business negotiation field, this paper will also suggest recommendations for further research and specify areas in which the research field needs further conceptual and empirical development.

Originality/value

This literature review serves to be the first representation of the characteristics adhered to the budding research field of business negotiation.

Details

Journal of Business & Industrial Marketing, vol. 32 no. 4
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 30 October 2007

Yunxia Zhu, Bernard McKenna and Zhu Sun

Negotiating with the Chinese is an important topic in international business and cross‐cultural management since China is playing an increasingly active role in doing business

9213

Abstract

Purpose

Negotiating with the Chinese is an important topic in international business and cross‐cultural management since China is playing an increasingly active role in doing business with the western countries. The purpose of this paper is to study initial meetings with the Chinese during business negotiation processes. In particular, it seeks to explore the processes of negotiation between the Chinese, Australian and American cultures.

Design/methodology/approach

The discussion is based on authentic cases collected from meetings which took place in both China and Australia, and the negotiation cases are analysed in the theoretical framework based on cross‐cultural negotiation processes and intercultural dimensions.

Findings

The findings indicate that success of initial meetings is an important key to determine success for business negotiations.

Originality/value

The paper is of value through highlighting the fact that initial meetings with the Chinese can be seen as essential to negotiation since the Chinese tend to develop relationship or guanxi first before the actual negotiation takes place.

Details

Cross Cultural Management: An International Journal, vol. 14 no. 4
Type: Research Article
ISSN: 1352-7606

Keywords

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