Salespeople assume a key role in defending firms’ price levels in price negotiations with customers. The degree to which salespeople defend prices should critically depend upon their leaders’ ...influence. However, the influence of leadership on salespeople’s price defense behavior is barely understood, conceptually or empirically. Therefore, building on social learning theory, the authors propose that salespeople might adopt their leaders’ price defense behavior given a transformational leadership style. Furthermore, drawing on the contingency leadership perspective, the authors argue that this adoption fundamentally depends on three variables deduced from the motivation–ability–opportunity (MAO) framework, that is, salespeople’s learning motivation, negotiation efficacy, and perceived customer lenience. Results of a multi-level model using data from 92 salespeople and 264 salesperson–customer interactions confirm these predictions. The first to explore contingencies of salespeople’s adoption of their transformational leaders’ price negotiation behaviors, this study extends marketing theory and provides actionable guidance to practitioners.
•The influence of religious belief on the IB negotiation process is investigated.•Religiously observant executives prioritise the role of religion in negotiations.•Implications for negotiations ...within and across religious traditions are explored.
Religious observance is widespread and continues to influence managerial behaviour in many parts of the world. However, its role in international business negotiations has not received much scholarly attention. This study explores some of the key ways in which religious belief shapes negotiation behaviour. Focusing specifically on the Islamic context, and drawing on interviews with 27 religiously observant Muslim managers in Malaysia, the study found that commitment to a common religion among negotiators positively influenced certain components of the negotiation process through, for example, the use of religious/emotional appeal, which emphasised their ‘spiritual camaraderie’. In some instances, however, we observed something of a paradox, whereby differing religious beliefs among negotiating counterparts were claimed to actually enhance, rather than hinder, negotiations.
This study examined the impact of communication context on face concerns in business interactions. In previous research face concerns were studied across cultures, but here for the first time ...compared within intra-and intercultural business communication settings. The study aims at investigating whether the priority of face concerns is the same or different in intracultural and intercultural face-threatening business communication. We hypothesized that managers would apply different face concerns in response to face threatening acts in interactions with either their compatriots or people from foreign cultures. We surveyed 380 Russian business professionals working in international companies. To measure face concerns we adapted the questionnaire by S. Ting-Toomey and J. Oetzel to the Russian sample. We compared two contexts using t-test and rmANOVA. Results showed a significant difference between face concerns in managers behaviour in intercultural and intracultural communication. Managers tend to employ either self-face or mutual-face rather than other-face concern in intracultural communication. On the contrary, they prefer mutual-face rather than self-face or other-face concerns in intercultural communication. These results provide empirical evidence that Russian managers create public image in business interactions considering cultural differences and modify their behaviour to fit the context.
Previous research has drawn attention to the coexistence of paradoxical Chinese values in modern China, which might influence Chinese-Western business negotiations. In this study, we empirically ...investigate this phenomenon from the perspective of Western business negotiators. In two interview rounds, 17 seasoned Dutch negotiators were asked about their experiences when negotiating with Chinese business partners. The results confirm the coexistence of paradoxical Chinese values in business negotiations and identify four patterns in which traditional and modern values may occur: random, contextual, transitional, and simultaneous occurrence. On the basis of our findings, we argue that there is a need for Western negotiators to develop a deeper understanding of Chinese culture and paradoxical values from the Chinese worldview of Yin and Yang.
•No negotiations framework has ever been combined with any cultural model nor has considered cultural dimensions in detail.•No study has investigated the negotiation strategy or cultural aspects of a ...mine site rehabilitation integration from one country to another.•The more understanding people from different cultures have, the more intercultural communication risks in negotiations can be reduced.•Combining negotiation variables with cultural dimensions can result in better preparation and development of the negotiating strategy.•This work can help future studies and researchers who show interest in intercultural differences, being a challenge or playing a positive role in negotiating rehabilitation projects.
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.
FEATURES OF BUSINESS NEGOTIATIONS IN COMMERCIAL COMPANIES Kolomytseva, Olena; Borski, Maciej; Karakai, Angelina
Збірник наукових праць Черкаського державного технологічного університету: Серія: Економічні науки,
03/2018
48
Journal Article
Recenzirano
Odprti dostop
In unstable economic conditions for businesses, the need for constructive solution of organizational conflicts between interested parties is of great importance. The need for special management tools ...that can integrate the goals and interests of all project participants and find an effective way out of conflict situations is emerging. The purpose of this work is to study the peculiarities of conducting business negotiations in commercial companies. It is carried out with the help of a questionnaire, the analysis of small business companies from various industries (agriculture, retail and wholesale trade, etc.) in Cherkasy region with a weak and average level of organizational structure, and interviewing of the personnel. The problem areas of the companies under study and features of conducting business negotiations based on the data analysis from the questionnaire are identified. The analysis of styles and strategies of negotiations and the formulation of various possible scenarios for their development allow to develop practical recommendations for managers to hold negotiations between interested parties. A situational model for choosing a rational strategy for negotiations is developed. Keywords: interested parties, business negotiations, organizational culture, strategy.
The objective of this research is to identify the factors that affect the negotiation process of SMEs in trade shows, which represent one of the most important export promotion instruments. ...Semi-structured interviews were carried out with Peruvians who participated in negotiations. A conceptual model was developed, which integrates the various factors identified in the literature such as (1) background factors, (2) strategic factors, (3) cultural factors, (4) negotiator factors, and (5) psychological factors, in order to confirm their impact on the negotiation process. The results revealed factors that had not been previously considered in the literature, providing a valuable insight for a future study. This research seeks to maximize the effectiveness of negotiations at trade shows, which impact the performance and export activity of exhibiting firms, allowing better export promotion policies to be developed.
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.
Na temelju načina, stilova i karakteristika poslovnog pregovaranja te kulturoloških aspekata, odnosno kulture visokog i niskog konteksta provedeno je istraživanje visokog menadžmenta u četirima ...europskim zemljama. Svrha je ovoga istraživanja popuniti istraživački jaz zbog nedovoljne istraženosti na polju stilova i karakteristika poslovnog pregovaranja s kulturološkog aspekta te obogatiti znanstveni korpus istraživanjima novijeg datuma. Provedena je metoda intervjua, komparacije, analize i sinteze kako bi se utvrdio kulturološki kontekst te spoznalo je li došlo do promjena u poslovnom pregovaranju kada se radi o sklonostima prema neformalnom uvodu u pregovaranje, tempu pregovaranja, neverbalnoj komunikaciji (gestikulacijama), sklonosti prema stvaranju osobnih odnosa, iskazivanju emocija i međusobnom darivanju. Istraživanje je pokazalo kako promjene u načinu poslovnog pregovaranja puno brže prihvaćaju zemlje nisko kontekstualne kulture, kao što su Njemačka i Švedska. Dok se zemlje visoko kontekstualne kulture, poput Hrvatske i Bosne i Hercegovine, još uvijek drže ustaljenih karakteristika poslovnog pregovaranja. Budući da su ispitivane odgovorne osobe, najveću prepreku ovom radu predstavljalo je vremensko trajanje istraživanja, s obzirom na širinu teme s usklađivanjem brojnih obveza ispitanika.
Based on methods, styles and characteristics of business negotiation and cultural aspects, i.e. culture of high and low context, a survey was conducted among executives in four European countries. The aim of this research is to fill the research gap caused by the insufficient research in the field of styles and characteristics of business negotiation under cultural aspects and to enrich the scientific corpus with recent research results. The method of interview, comparison, analysis, and synthesis was used to determine the cultural context and to find out whether there have been changes in business negotiations in terms of the tendency to start negotiations informally, the pace of negotiations, nonverbal communication (gestures), the tendency to build personal relationships, the expression of emotions, and giving gifts to each other. The research found that countries with a low context culture, such as Germany and Sweden, are much quicker to accept changes in the way business negotiations are conducted, while countries with a high context culture, such as Croatia and Bosnia and Herzegovina, still adhere to the established characteristics of business negotiations. Since the responsible persons in the companies were interviewed, the main obstacle for this work was the time duration of the research considering the scope of the topic and the harmonization of the respondents commitments.
This study examines the factors and the processes that contribute to a satisfying outcome for negotiations. Based on a set theoretic framework, the authors investigated managers from various ...countries in terms of their approach to negotiation. The fuzzy set qualitative comparative analysis (fsQCA) uses detailed data on preparation, information exchange, persuasion, creativity in problem solving and overcoming deadlocks, break-up behavior, as well as how to achieve a satisfying outcome, to test the joint sets of successful outcomes. The implications of these results are relevant for practitioners and future research and highlight necessary and sufficient conditions for a successful negotiation outcome.
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