NATURE AND EXCHANGE OF INFORMATION IN INTERCULTURAL BUSINESS NEGOTIATIONS

Claude Alavoine; Claudine Batazzi

Makale detayları

NATURE AND EXCHANGE OF INFORMATION IN INTERCULTURAL BUSINESS NEGOTIATIONS

Yazarlar:

Claude Alavoine | Claudine Batazzi

Yayıncı:

Sosyal Bilimler Araştırmaları Derneği

Dergi:

International Journal of Business and Management Studies 2011 Vol.3 Issue 1, pp.103-114

Belge Tipi:

Makale

Yayın Tarihi:

5/2011

Belge Dili:

Türkçe

Document ID (Org No.):

2000809623

Sıklık:

İki Yıllık

eISSN:

1309-8047

Özet:

 

The influence of culture on international business negotiations is recognized by
 most of the specialists and researchers in the field. A more important question is
 to what extent and what are the consequences in agreement making. Personal
 values, beliefs, attitudes, behaviours and decisions too are largely influenced and
 determined by our own culture, but the level of its influence on the negotiation
 process is difficult to estimate.
 Negotiation is a specific form of communication in which the parties enter into
 deliberately, each with supposedly clear aims and goals as well as a mutual
 dependency on a decision that will be taken at the end of the confrontation.
 Communication will have a strong influence over the development of conflict, in
 particular the nature of the information used and the expectations in terms of
 feedback. Indeed, the information transmitted during the process includes
 unconscious signals and the underlying affects carried on will considerably
 influence it, particularly regarding the level and nature of the exchange. When
 confronted with difficulties, negotiators have a tendency to use pressure-tactics
 such as threats which will increase the level of conflict and reduce the chances of
 reaching an agreement.
 In an intercultural context the expectations of each party regarding information (
 in particular the interpretation of what is a useful or relevant) may lead to
 multiple misunderstandings and so increase the level of conflict between the
 parties. Drawing on concepts from several disciplines, our intention in this paper
 is to clarify the aspects and elements of the causal relationship between the nature 
 and exchange of information and conflict in intercultural negotiations in order to
 uncover new hypotheses for experimental research.

Makale detayları

NATURE AND EXCHANGE OF INFORMATION IN INTERCULTURAL BUSINESS NEGOTIATIONS

Yazarlar: Claude Alavoine | Claudine Batazzi

Yayıncı: Sosyal Bilimler Araştırmaları Derneği

Dergi: International Journal of Business and Management Studies 2011 Vol.3 Issue 1, pp.103-114

Belge Tipi: Makale

Yayın Tarihi: 5/2011

Belge Dili: Türkçe

Document ID (Org No.): 2000809623

Sıklık: İki Yıllık

eISSN: 1309-8047

Sayı

Yazarlar:

Claude Alavoine | Claudine Batazzi

Yayıncı:

Sosyal Bilimler Araştırmaları Derneği

Dergi:

International Journal of Business and Management Studies 2011 Vol.3 Issue 1, pp.103-114

Belge Tipi:

Makale

Yayın Tarihi:

5/2011

Belge Dili:

Türkçe

Document ID (Org No.):

2000809623

Sıklık:

İki Yıllık

eISSN:

1309-8047