Abstract
ABSTRACT Traditionally, business agreements have been negotiated through direct, face-to-face communication. With the rapid development of technology and new media, the business environment has changed. Today, firms increasingly operate in a virtual arena to be effective in a global, competitive environment where contacts are negotiated online. In this study, we sought to understand the power of the written word in cross-cultural negotiations where negotiators had to communicate in different languages via instant messaging (IM). The findings of these virtual cross-cultural negotiations in a sample of over 100 student negotiators suggest that the cultural intelligence (CI) of negotiators impacts the efficiency and process of cross-cultural negotiations when they negotiate online. Keywords Negotiatior, cultural intelligence, negotiations
Sign-in/Register to access full text options 
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Schedule a callDisclaimer: All third-party content on this website/platform is and will remain the property of their respective owners and is provided on "as is" basis without any warranties, express or implied. Use of third-party content does not indicate any affiliation, sponsorship with or endorsement by them. Any references to third-party content is to identify the corresponding services and shall be considered fair use under The CopyrightLaw.
