Abstract
Rapid internationalization of the European business environment requires development of international project and team management, intercultural internal and external communications, conflict management skills, etc. These skills, in their turn, involve negotiation process (strategical, tactical and ethical aspects) and cross-cultural proficiency. Development of such skills could be regarded as responsibility of the university. The purpose of the present study is to research MBA students’ attitude to different negotiation tactics depending on their cultural background. The tasks of the study are: (1) to establish the theoretical framework (theories, concepts, research paradigms); (2) to work out the research design and conduct the research; (3) to interpret empirical results and work out proposal – a free standing mini-module “Intercultural negotiation skills” for the university. The main research method applied is a survey using 5-point Likert scale. Using a questionnaire derived based on SINS scale (“Self-reported Inappropriate Negotiation Strategy Scale” created by R. J. Robinson, R. J. Lewicki and E. M. Donahue) 88 MBA students of the Latvian universities rated 16 negotiation tactics on a 5-point appropriate-inappropriate scale. Analyses of scale ratings yielded results that students’ evaluation of negotiation tactics did not depend on cultural background (the research was conducted among international students) in statistically significant way, though there were differences in responses within evaluation of certain statements. The article works out suggestions how to incorporate issues of intercultural negotiation strategies within courses. DOI: http://dx.doi.org/10.5755/j01.eis.0.12.21232
Highlights
There is extensive research literature on different aspects of business negotiations: on the process, on the participants, on the expected outcomes etc
For example, Goldwich (2010) talks about five styles employed during the process of negotiation. They can be described in the following way: (1) avoiding – the negotiator tends to avoid any confrontation and is apt for putting off discussions, whenever encounters the opposition; (2) accommodating - the accommodating negotiator is primarily concerned with. Literature review preserving his relationship with the other party, ready to sidestep under certain circumstances; (3) competing – the negotiator is focused upon his/her personal goals primarily and is ready to play somewhat dirty, though within the limits of the game; (4) compromising – the accent is put on the fairness and ethical negotiation tactics; (5) collaborating – the negotiator tries to reach the optimal outcome
Finnish Norwegian Swedish German chosen according to the principle to include the international MBA students taking the courses in global marketing and negotiations in the intercultural business environment in three universities during the study year of 2017/2018; the language of instruction – English
Summary
There is extensive research literature on different aspects of business negotiations: on the process, on the participants (actors), on the expected outcomes etc. (Fells, 2009) This definitions pinpoints main aspects of negotiations, i.e., existence of at least two parties with differences in opinion, in final goal to be reached, in preliminary and strategical and tactical plans, etc. For example, Goldwich (2010) talks about five styles employed during the process of negotiation. They can be described in the following way: (1) avoiding – the negotiator tends to avoid any confrontation and is apt for putting off discussions, whenever encounters the opposition; (2) accommodating - the accommodating negotiator is primarily concerned with
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