The Communication Aspect of Business Negotiations in the Intercultural Context

Milena Helmová

doi:10.13189/aeb.2017.050106

Abstract

In the current era of social processes all over the world, the demands on the culture of communication increases, but on the other hand we are more aware of differences in thinking and acting of individuals coming from different cultural backgrounds. These facts are reflected in the international business negotiations, which require some specific abilities and knowledge influencing the successful result of mutual communication from negotiators. In fact, it is impossible not to communicate. There is communication everywhere and all the time. Within the context of this topic, we put a question: How can we communicate properly and successfully with a foreign business partner? In that connection, the cultural background of our business partner is important. There arise frequent misunderstandings during business negotiations because of the partner's different cultural background, which is reflected in their thinking and acting. The aim of this paper is to highlight the importance and direct connection of intercultural literacy as one of the conditions for successful communication in negotiation processes. The paper presents some theoretical starting points for the topic; it offers the views of the problem of interculturality by several theoreticians, and tries to reply the questions directly connected with intercultural business negotiations: what is the impact of my partners' culture on their behavior and thinking? Is intercultural communication only a product of communication in a foreign language, or is it something more than that? What does the intercultural competence of the negotiator mean, and how can it be acquired?

Highlights

In the current phase of the information society development, we can observe a rising significance of communication in all spheres of life
The theory of communication perceives it as social interaction [24]; managers understand it as a set of measures leading to achievement of the desired result and simultaneously, but not as a means of making oneself understood
The text is based on the research of specialist scientific literature, and it highlights and emphasizes research results and findings of renowned scientists and scholars from the fields of communication, intercultural competence, and cultural studies, as well as by means of the partial results of the two surveys conducted by the author

Summary

Introduction

In the current phase of the information society development, we can observe a rising significance of communication in all spheres of life. Communication literacy as well as communication and socio-cultural competences, and communication skills are increasingly more required from professionals. [5] Psychology in its turn claims that communication is the most significant form of social contact, and it rests in sending and receiving signals or messages. In the field of business and business relations, communication abilities and skills have become a prerequisite for entrepreneurial success in an increasingly aggressive competitive environment. Communication represents the most important form of social interaction; it plays a crucial role in the contact of cultures. The socio-psychological research in communication means, communication channels, and in communication functions is a source of important knowledge for further exploration of cultural determinants of communication processes. The socio-psychological research in communication means, communication channels, and in communication functions is a source of important knowledge for further exploration of cultural determinants of communication processes. [13] These needs and requirements are reflected in business negotiations, too

Objectives

Methods

Findings

Conclusion