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Nature And Exchange Of Information In Intercultural Business Negotiations

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  • Claude Alavoine
  • Claudine Batazzi

Abstract

The influence of culture on international business negotiations is recognized by most of the specialists and researchers in the field. A more important question is to what extent and what are the consequences in agreement making. Personal values, beliefs, attitudes, behaviours and decisions too are largely influenced and determined by our own culture, but the level of its influence on the negotiation process is difficult to estimate. Negotiation is a specific form of communication in which the parties enter into deliberately, each with supposedly clear aims and goals as well as a mutual dependency on a decision that will be taken at the end of the confrontation. Communication will have a strong influence over the development of conflict, in particular the nature of the information used and the expectations in terms of feedback. Indeed, the information transmitted during the process includes unconscious signals and the underlying affects carried on will considerably influence it, particularly regarding the level and nature of the exchange. When confronted with difficulties, negotiators have a tendency to use pressure-tactics such as threats which will increase the level of conflict and reduce the chances of reaching an agreement.

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Bibliographic Info

Paper provided by Department of Research, Ipag Business School in its series Working Papers with number 2014-266.

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Length: 13 pages
Date of creation: 29 Apr 2014
Date of revision:
Handle: RePEc:ipg:wpaper:2014-266

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Keywords: negotiation; culture; information; conflict; threats; competition; cooperation.;

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  1. Mara Olekalns & Philip Smith, 2007. "Loose with the Truth: Predicting Deception in Negotiation," Journal of Business Ethics, Springer, vol. 76(2), pages 225-238, December.
  2. Mara Olekalns & Philip Smith, 2009. "Mutually Dependent: Power, Trust, Affect and the Use of Deception in Negotiation," Journal of Business Ethics, Springer, vol. 85(3), pages 347-365, March.
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