Cross-cultural Business Negotiations Research Articles

Analysis on Pragmatic Failures in Cross-Cultural Business Negotiation Interpretation

As economic and social development deepens, cross-cultural communication is also gaining more and more attention. English interpreting is an integral part of international business negotiations. Pragmatic failures in business negotiation interpreting can directly affect the quality of negotiation communication, and sometimes even lead to misunderstandings and the breakdown of negotiations. Reducing the pragmatic failures in interpreting in negotiations and improving interpreting skills can play a positive role in facilitating international trade negotiations. Based on Leech's and other scholars' research on pragmatic failures, this paper discusses the manifestations of cross-cultural pragmatic failures in business negotiation interpreting from the perspectives of pragmalinguistic and sociopragmatic failures, and analyzes the causes of the resulting pragmatic failures in detail. Interpreters should not only focus on language ability and interpreting skills, but also on the cultivation of intercultural awareness and pragmatic competence and thus promote international business negotiations.

The role of intercultural differences and challenges faced in negotiating active mine sites'rehabilitation objectives from Africa to Europe

Analysing the challenges that govern an active mining project during negotiations, especially its rehabilitation, can give a better insight from a cross-cultural perspective. Despite the cultural variations distinguished by region or country, there can be common strategies in negotiating rehabilitation objectives of mine sites via specific negotiation strategies. This study investigates how intercultural differences influence the rehabilitation of active mine sites from Africa to Europe. The goal is to provide new insights into cultural differences regarding the communication process in negotiations, issue an unprecedented groundwork for research, and contribute to practitioners of cross-cultural business negotiations by better understanding the context. Through semi-structured interviews, primary data was collected from participants representing a multinational mining corporation based in Europe negotiating the rehabilitation of active mine sites in Cameroon and South Africa. The analysis employed a data reduction process, interpreting the collected data, connecting it to existing literature, and analysing the findings. The outcomes showed the significance of cultural dimensions to variables of international business negotiations. They indicated the attention that culturally diverse organisations must pay to them to increase their chances of succeeding in rehabilitating mine sites’ integration. African and European stakeholders demonstrated opposing negotiation styles that affect how they communicate, build their agreements, show their emotions, and are willing to take risks.

A Brief Analysis of Cross-Cultural Factors Affecting Sino-US Business Negotiations

China's market opening has deepened as a result of reform, opening up, and the operation of a market economy, and bilateral interactions have gradually increased. Successful cross-cultural business negotiations can enable companies to better participate in economic competition and cooperation between companies internationally and promote the burgeoning of international trade in their own countries. Cross-cultural business negotiations are becoming more and more important between nations. However, cultural differences are often a major factor in the failure of Chinese and Western business negotiations. Therefore, it is important to clarify the cross-cultural factors that influence business negotiations and the strategies to deal with them. The paper aims to analyze how cultural differences between China and the United States affect cross-border business talks and to pinpoint practical coping mechanisms. The paper summarizes the cross-cultural factors that generally affect Chinese and American business negotiations from the literature on international business negotiations and cross-cultural communication.

Cultural Differences in Interaction Goals between Malaysia-China Business Negotiations

As the world is getting more globalized due to digital world, cross-cultural business negotiation is getting more in demand and challenging compared to those days where most business involved mostly in domestic business negotiations. With such situations and environments, cultural intelligence is important to be learned. As many Chinese and Malaysian companies seeking the role as importer-exporter, international business negotiation skills and cultural awareness are much needed skills to meet the interaction goals of both parties. A lack of cultural awareness will lead to miscommunication and rejection from the other party during negotiations. The participants in this studies involve Chinese and Malaysians who are involved in real negotiation world. This paper used GLOBE model to compare the cultural dimensions between Malaysians and Chinese business negotiators. Questionnaires were sent by emails and through WeChat Apps to the participants who are based in China and Malaysia. Based on analysis, we found that between Chinese and Malaysian business negotiators, cultural norms influence the interaction goals between the two groups. As to the future research, we suggest that future research be directed towards developing theories and also focus on the application of GLOBE model in different research fields across different cultures, such as halal business management, digital marketing and business entrepreneurship. This study has contributed in enriching the knowledge on international business negotiations between Malaysia and China business literature context. On practical implication, this study has strengthen the negotiators’ knowledge on cultural norms of both Malaysians and Chinese in order to build better relationships with their business partners

The Lemon Car Game Across Cultures: Evidence of Relational Rationality

In cross-cultural business negotiation, culture is known to influence negotiation processes. As a lens to study this effect we deployed the Lemon Car Game, an online negotiation game developed for this purpose (Hofstede et al. in: Proceedings of 39th international simulation and gaming association conference (ISAGA). Technologia, Kaunas, pp 39–46, 2009a; Hofstede et al. in: David, Sichman (eds) Multi-agent-based simulation IX, international workshop, MABS 2008, revised selectedpapers, LNAI 5269. Springer, Berlin, pp 1–16, 2009b). In this article we report the results from the game, obtained from over 800 players from more than 70 countries. We employ several complementary analyses in a mixed-methods approach. Our findings show that to make sense of the players’ actions during negotiation, economic rationality falls short. A pan-cultural individual-level analysis of actions and stated intentions also fails to yield a coherent picture. Within countries, however, actions and intentions do cohere, as shown by an ecological country-level factor analysis, from which three factors emerge for the sellers at country level: trustworthiness, opportunism, and fairness. We conclude from these findings that, in this game, players are driven by what we call relational rationality: they are rational from the perspective of the social world in which they live, with interpersonal relationships weighing heavily. Relational rationality changes players’ perspective of economic rationality, and thus their observed behaviour in negotiation. Based on this evidence, we extrapolate that relational rationality significantly influences negotiation processes in all cultures.

Negotiating Across Cultures: The Case of Hungarian Negotiators

Negotiating across cultures needs consideration as different cultures have different norms, habits and behavioral patterns. The significance of cross-cultural negotiations lies in the fact that many business relationships have already failed due to the lack of cultural knowledge. Therefore, the paper deals with cross-cultural negotiations in case of Hungarian business negotiators. The aim of the paper is to introduce the findings of a two-phase research conducted among Hungarian business negotiators. In the first phase a qualitative research was conducted to reveal the importance of cultural differences in case of cross-cultural business negotiations from the viewpoint of Hungarian negotiators, whereas in the second phase a quantitative one was conducted to figure out whether cultural stereotypes affect the way how the respondents negotiate with people coming from different cultures. The research found out that in case of Hungarian negotiators it is mostly the lack of cultural knowledge that lurks behind the problems and miscommunication occurring during the negotiations. The research also revealed that stereotypes have an influence on the negotiation styles of Hungarian negotiators. The paper concludes that culture and cultural differences must be taken into consideration in case of cross-cultural negotiations so that problems and misunderstandings could be avoided.

Türk ve Amerikan Yöneticilerin İş Müzakere Tarzlarındaki Farklılıklar Üzerine Bir Araştırma

It is a well-proven evidence that national cultures of international business managers affect their negotiation styles. There are also cross-national studies suggesting that Turkish and American cultures have unique characteristics and differ in many ways. Combining these two premises, this research compares the key negotiation tendencies of 108 Turkish and American managers who have been somewhat involved in business negotiations on behalf of their organizations. Data was obtained through quantitative ranking style questionnaires and interviews administrated in the California State of America and major cities in Turkey. In the qualitative part, utilizing the mutual assessments of experienced Turkish negotiators on American negotiation styles and vice versa, the study gives insights into the debate on the determinants of cross-cultural business negotiations in the case of these two distinct cultures. Results from the independent-samples t-test which compared the means of quantitative scores reveal that although the negotiation styles of Turkish and American managers working for fully-domestic businesses differ significantly, both American and Turkish managers of multinational businesses tend to use similar negotiation styles. Coherently, some qualitative assessments were also found supporting the convergence trajectory towards cultureindependent ‘common’ principles in international business and cooperation negotiations.

Pragmatic Failures in Cross-Cultural Business Negotiation Interpreting and Countermeasures

Pragmatic failures in business negotiation interpreting activities are very important to the negotiation and may have great influence on the process and the result of the negotiation. It is crucial that interpreters enhance their interpreting competence and reduce failures in international business negotiation communication. This paper presents pragmatic failures in details including its definitions, classification and reasons. It also puts forward some tentative countermeasures to solve the problems during the business negotiation. After all, interpreters comprehending the pragmatic failures in interpretation from the perspective of cross-culture may not only help them enhance their communicative competence, but also keep the negotiation go smooth.

A Study on the Application of Nonverbal Communication in Cross-Cultural Business Negotiation

A Study on the Application of Nonverbal Communication in Cross-Cultural Business Negotiation

Negotiating with Global Managers and Entrepreneurs in sub-Saharan Africa - Nigeria: An Analysis of Nonverbal Behavior in Intercultural Business Communication

Negotiating with Global Managers and Entrepreneurs in sub-Saharan Africa - Nigeria: An Analysis of Nonverbal Behavior in Intercultural Business Communication

An Overview of the Cross-Cultural Business Negotiation between Malaysia and Australia

This paper aims to explore communication deviances and strategies in the negotiation discourse of Malaysian-Australian business encounters, from both a linguistic and non-linguistic perspective. Specifically, it sees miscommunications/deviances as factors that may hinder the business communication process and prevent the negotiators from achieving their objectives. The study also focuses on strategies, or those discourse skills which promote successful business Malaysia-Australia negotiation. Key words:Cross-cultural; intercultural; intercultural competence; deviations; strategies; miscommunication; negotiation Resume: Cet article vise a examiner les deviances et les strategies de communication dans le discours de la negociation entre la Malaisie et l’Australie lors des rencontres d’affaires, d’un point de vue linguisitique et non linguistique. Plus precisement, les malentendus/deviances pourraient devenir des facteurs qui entravent le processus de communication et empechent les negociateurs de parvenir a leurs objectifs. L’etude met egalement accent sur les strategies, ou les competences de negociation qui favorisent la reussite de negociation d’affaires entre la Malaisie et l’Australie. Mots-Cles: transculturel; intercultural; competence interculturelle; deviations; strategies; malentendu; la negociation

Ethnographic observations in cross-cultural business negotiations between non-native speakers of English: an exploratory study

Ethnographic observations in cross-cultural business negotiations between non-native speakers of English: an exploratory study

Cross-Cultural Business Negotiations.

Introduction What--the art of negotiations Why--international negotiations Why 2--cross cultural negotiating behavior How--verbal How 2--Nonverbal behavior When--the time Who--the people Where--the place What--the contract Haggling Country study--Indonesia Country study--Germany Country study--Saudi Arabia Country study--Hong Kong and China Country study--Australia Country study--Philippines Conclusions--Dos and Don'ts Reference Index

Point-making styles in cross-cultural business negotiation: A microethnographic study

This paper presents an ethnographic microanalysis of a cross-cultural business interaction. By looking at how two Brazilians and two American businessmen patterned their speech during their negotiations, I indicate how different conventions in discourse organization may affect natural conversation. The objective here is twofold. First, to present stylistic differences in point-making used by American and Brazilian negotiators, and to point out four inter-actional problems stemming from the existence of these two point-making conventions in the negotiation. The second aim is to discuss the meaning of these findings to education at large, and to ESP and the training of business people, more specifically.