International Business Negotiations Research Articles

National first-class course: International Business Negotiation (including International Business Negotiation Simulation)

In line with the educational positioning of Fujian Normal University to “cultivate high-level applied talents needed by society”, and the goal of the International Economics and Trade major to “cultivate applied talents with innovative consciousness, suited to global economic and trade demands”, this compulsory course for the major focuses on addressing students' lack of innovative consciousness and practical abilities. In implementing the course, emphasis is placed on integrating industry and education to jointly cultivate students, fostering innovative thinking and practical skills. The course aims to familiarize students with the basic theories, procedures, strategies, and legal knowledge of international business negotiations, and to master basic negotiation methods, skills, and the art of communication. Students are expected to develop abilities and qualities such as agile and clear thinking, the capability to express and convey information, keen insight, high-level forecasting and adaptability. The course actively implements the principles of “moral education and nurturing talents”, integrates ideological and political elements into the curriculum, and guides students to establish a correct view of negotiations. It aims to shape talents in international business negotiations who are conscious of the rule of law, possess social responsibility, team spirit, patriotism, and are suited to the demands of an open economic development. This paper discusses seven aspects: basic course information, teaching professors (teaching team), course objectives, course construction and application, course features and innovations, course construction plan, and a list of supplementary materials. It elaborately presents the core content of the application in strict accordance with the requirements of the second batch of national first-class undergraduate course application (offline course), offering a reference for the application of the third batch of national first-class undergraduate courses.

Use of Technologies in Intercultural Communication: Virtual Tools for Business Negotiations with Foreign Partners

The article explores the growing importance of technologies in intercultural communication in the context of modern business, with an emphasis on their role in facilitating negotiations with foreign partners. The popular video conferencing platforms are analyzed. Recommendations on the use of video conferencing platforms for business negotiations are given. Conclusions. The integration of virtual tools into intercultural business communication increases the efficiency and quality of negotiations with foreign partners. Diversification of communication channels, investments in employee training, as well as the establishment of clear protocols for virtual negotiations contribute to the successful conduct of international business negotiations.

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.

Business English Negotiation Strategies from the Perspective of Cultural Self-confidence

With the economic globalization and the increasingly frequent international business exchanges, negotiating with people from different countries and cultures is bound to be a thorny issue, and culture plays a crucial role in international business negotiations. This paper tries to analyze the influence of cultural self-confidence on business English negotiation, point out the challenges faced by business English negotiation in the perspective of cultural self-confidence and propose corresponding negotiation strategies, so as to strive for the success of negotiation.

Systematic Literature Review on Negotiation & Conflict Management

In this article, we investigated the existing knowledge of Negotiation aiming at mapping the evolution of the main theories up to 123 years through systematic literature review. N = 4,894 publication records were extracted from Google Scholar and Scopus through keyword searching, resulting in more than seven million citations. Based on these records, the study performed bibliometric analysis. A careful content analysis revealed that the scholarly research revolves mostly around five themes: (i) Negotiation; (ii) International Negotiation, (iii) Business Negotiation, (iv) Bargaining, and (v) Conflict Management. Furthermore, the number of citations on Negotiation more than tripled in the last two decades and might double in the coming decades. This study also suggests recommendations for future studies.

The influence of different cultures on international business negotiations & Strategies

International business negotiation is an indispensable part of cross-border and foreign trade. Strategy, psychology, and social context are three important factors in international business negotiation. The strategy includes the preparatory work before the negotiation; the psychological element includes how to understand the mental activities of the other party; the social context also includes the negotiator's country and cultural background. This paper focuses on the analysis of these three elements. It covers the different negotiating priorities and habits of Eastern and Western people or negotiating teams due to cultural differences and includes strategies and countermeasures when facing economic situations. Two strategies are also provided: distributive strategy and comprehensive strategy. Those two refer to people who use both of them in the negotiation, but with different intentions and behaviors. Brett's Model provides a good connection between cultural differences and negotiation priorities for a more in-depth analysis of negotiations throughout the text. From the perspective of limitations, international business negotiations will always be affected by inherent factors, such as cultural differences, different ways of thinking, etc. From a future perspective, this area deserves further research to break the existing inherent problems.

INTERCULTURAL NEGOTIATIONS: A CULTURAL APPROACH

The peculiar characteristic of international business negotiations lies in their being influenced by a wide diversity of environments, which require changing perspectives that determine the selection of appropriate tactics and strategies. When negotiating internationally, what is right, reasonable, or appropriate are parameters largely dependent on the cultural values of the country in which the act of negotiation takes place. This article intends to explore different negotiating styles evolving from various cultures: some favoring the search for compromise, others opting for consensus, while others fighting until the “opponent “surrenders.

Biculturals in international business negotiations: moving away from the single culture paradigm

PurposeBiculturals possess higher cultural intelligence than monocultural individuals. This study explores biculturals' key factors and attributes and how their cultural knowledge and identification influence International Business Negotiations (IBNs) and help their firms outperform others.Design/methodology/approachData were collected from semi-structured interviews with 35 bicultural senior managers in Lebanon.FindingsThe findings highlight three essential qualities and behaviors that allow biculturals to act as a bridge between the parties during IBN: adaptability, cultural frame switching (CFS) and creativity.Originality/valueThis study explores the notion of bicultural personnel using their understanding of multiple cultures to be innovative, avoid groupthink and generate new creative ideas that help overcome stalemates during IBNs.

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.

Analysis of Effect and Strategies of Cultural Differences on International Business Negotiation

Analysis of Effect and Strategies of Cultural Differences on International Business Negotiation

Impact of Cross-cultural Differences on International Business Negotiations and Corresponding Strategies

Impact of Cross-cultural Differences on International Business Negotiations and Corresponding Strategies

Protocol in international business negotiations

Hoy en día vivimos en plena globalización, donde las empresas requieren expandir su crecimiento más allá de las fronteras donde están constituidas. Esta continuidad de progresión requiere el conocimiento de unos caracteres culturales para potenciar el resultado positivo de esta negociación. En este artículo vamos a tratar la importancia del protocolo, como herramienta imprescindible, en la implantación de toda institución empresarial que quiera agrandar su mercado de forma internacional; haciendo una incursión no solo el protocolo jurídico necesario en cada país, sino el protocolo social, resultado de su historia y cultura propia. Todo ello lo llevaremos a cabo a través de la investigación jurídica, bibliográfica y de las fuentes directas como son las webs oficiales de los gobiernos, con el objetivo de distinguir, conocer y respetar las distintas culturas; a la vez de esclarecer y valorar estos usos en las negociaciones internacionales.

Research on Strategies of Improving Business English Students' International Business Negotiation Abilities—Taking MNUST as an Example

Research on Strategies of Improving Business English Students' International Business Negotiation Abilities—Taking MNUST as an Example

Research on Teaching Innovation of Professional Courses in Local Application-oriented Universities —— Taking the Course of "International Business Negotiation" as an Example

Research on Teaching Innovation of Professional Courses in Local Application-oriented Universities —— Taking the Course of "International Business Negotiation" as an Example

A Study of Nonverbal Communication in China-U.S. Business Negotiations

In the context of the rapid development of the global economy, business trades between countries are experiencing a sustained growth. So, international business trades between China and the United States increase continuously, for the reason that China is the biggest developing country in the world and the United States has the world’s most advanced economy. Business negotiations are necessary in global trade, in which the benefit between two sides can reach to the climax. In the process of business negotiation, nonverbal communication stays an important situation because of rich content and incomparable advantages, which is a significant part. This thesis tries to analyze the different cultural backgrounds between China and the United States. Then, focusing on the different aspects of the nonverbal communication such as expression, body languages and paralanguages. In that way, this thesis can help to understand the crucial position of nonverbal communication in international business negotiations and master the main methods of nonverbal communication between China and the United States.

Case study: an international business negotiation course design and implementation of a VR-based experiential learning environment

ABSTRACT Experimental learning is one kind of contextual learning, which places learners in a variety of virtual or real contexts to acquire knowledge, gain ability and experience, and generates emotion through experiencing and perceiving, communicating and exploring, and self-reflecting. Applying VR technology to experiential learning involves both technology and teaching. Based on the Learning Pyramid, Constructivist Learning Theory, and the characteristics of virtual technology, this study proposes a theoretical model of virtual reality experiential learning, which takes the international business negotiation scene as an example and employs such software as 3Ds Max and VR-platform to implement an experiential learning context. It is found that, compared with traditional teaching, this learning context has effectively increased the learners’ memorization and understanding ability, their interest and motivation in learning, enhanced their learning experience and improved the learning effects. This study not only provides a theoretical framework for and verifies the promotion effect of virtual technology on learners but also enriches the research examples of virtual reality experiential learning, which has certain theoretical value and practical significance.

The Impact of Cross-Culture Risk on International Business Negotiations

International business negotiations face differences between different cultures. Cultural dimensions can affect the negotiation processes that take place between representatives of different cultures in the negotiations. As a result of the cultural difference between the negotiating parties, there may be many misunderstandings. This paper discusses the impact of cultural dimensions on the conduct of international business negotiation processes. Twenty previous studies on international business negotiation and cultural differences were reviewed and analyzed. The Prisma flow diagram chart was used in this study in order to select articles that are relevant and useful for this study. The findings of this study show that preparation for negotiation is one of the most effective methods for the success of international business negotiations. We advise future researchers to focus on the positive aspect of the impact of cultural differences on international business

The Influnce of Difference Intercultural Factors on International Business Negotiation

Under the development of internet and transportation, countries in the word are gradually integrating into an interdependent system of economic globalization. As an important part of the business activities, the business negotiation has been affected as its important role of a part of the business activities. And as a kind of cross-cultural communication mode, international business negotiations’process due to the different culture background is very complex and fickle. The pace of China's economic integration into the economic globalization is accelerating, and Chinese bussiness and activities are more greatly infused in international economic division of labor and bussiness competition. In international business negotiations, as China's enterprises and individuals with from different countries, ethnic and cultural background of the partners, so in the midst of talks will inevitably face different culture exchange and collision. In this context, cultural factors have become an significant factor, which influences international business negotiations. This paper introduces the international business negotiation and its cultural factors, analyzes the concrete manifestation of the influence of cultural factors on the international business negotiation, and puts forward the strategies to deal with the barriers to cross-cultural communication.

The Influence of Culture on International Business Negotiations

International business negotiations face differences between different cultures. Cultural dimensions can affect the negotiation processes that take place between representatives of different cultures in the negotiations. As a result of the cultural difference between the negotiating parties, there may be many misunderstandings. This paper discusses the impact of cultural dimensions on the conduct of international business negotiation processes. Twenty previous studies on international business negotiation and cultural differences were reviewed and analyzed. Conflicts between negotiating partners often arise due to differences in preferences, tactics, perceptions, and partnership objectives that lead to the risk of opportunistic behavior and the private initiatives of each country. The findings of this study show that preparation for negotiation is one of the most effective methods for the success of international business negotiations. Preparation includes the study and analysis of the other party and attention to the context of the negotiations by collecting and organizing information. Negotiation context is an essential component of successful negotiation strategies. The research contributed to enriching the subject of international business negotiations and advises future researchers to focus on the positive aspect of the impact of cultural differences on international business.