Communicating in Collectivistic Culture: Relationship between Interdependent Self-Construal and Cooperative Communication in Cross-Cultural Communication Model

Abstract

This concept paper proposes that when companies have expanded their business and operation throughout the Asian countries, the success or failure of a company abroad depends on how effectively its business negotiators can apply their cross-cultural communication skills in a new cultural environment. At the forefront of this change is interdependent self-construal, which stands as communication medium on interaction goals (international business negotiation outcome) in collectivistic culture. The international trade may bring about a lot in terms of cross-cultural communication and international business negotiation, but adopting cooperative communication in the international business negotiations will create more integrative agreements between the international business negotiators. Many scholars believe that if both parties have similarities in communication styles, it will lead to positive interaction (cooperative communication) that contributes to cooperation and influences the interaction goals (negotiation outcome). This paper offers critical insight into the theoretical link between interdependent selfconstrual and interaction goals. The proposed cross-cultural communication model uses interdependent self-construal and cooperative communication to understand when collectivistic business negotiators develop relationships that promotes positive interaction goals (negotiation outcome).