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A set-theoretic analysis of negotiations in Japanese MNEs: Opening up the black box

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  • Ott, Ursula F.
  • Kimura, Yuko

Abstract

This research deals with international negotiations in multinational enterprises (MNEs), in particular the HQ–subsidiary negotiations. The theoretical part of the intercultural negotiation framework (Ott, 2011) highlights the potential for MNE negotiation analysis. An empirical investigation into Japanese MNE negotiations strengthens the theory. Different time perceptions and strategies influence HQ–subsidiary negotiations. The outcome of the fuzzy set Qualitative Comparative Analysis (fsQCA) shows that an integrative approach needs a higher offer with a margin of at least 20% to cover for relationship building, patience and trust.

Suggested Citation

  • Ott, Ursula F. & Kimura, Yuko, 2016. "A set-theoretic analysis of negotiations in Japanese MNEs: Opening up the black box," Journal of Business Research, Elsevier, vol. 69(4), pages 1294-1300.
    • Handle: RePEc:eee:jbrese:v:69:y:2016:i:4:p:1294-1300
    DOI: 10.1016/j.jbusres.2015.10.095
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    References listed on IDEAS

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    Cited by:

    1. Ott, Ursula F. & Gates, Michael & Lei, Lianghui & Lewis, Ric, 2016. "A configurational and experimental approach to compare British and Chinese cultural profiles of generation Y," Journal of Business Research, Elsevier, vol. 69(11), pages 5500-5506.
    2. Kumar, Satish & Sahoo, Saumyaranjan & Lim, Weng Marc & Kraus, Sascha & Bamel, Umesh, 2022. "Fuzzy-set qualitative comparative analysis (fsQCA) in business and management research: A contemporary overview," Technological Forecasting and Social Change, Elsevier, vol. 178(C).
    3. Sascha Kraus & Domingo Ribeiro-Soriano & Miriam Schüssler, 2018. "Fuzzy-set qualitative comparative analysis (fsQCA) in entrepreneurship and innovation research – the rise of a method," International Entrepreneurship and Management Journal, Springer, vol. 14(1), pages 15-33, March.
    4. Aluko, Olu & Ott, Ursula F. & Siwale, Juliana & Odusanya, Kayode, 2022. "Overcoming the liability of outsidership: An fsQCA analysis of African transnational entrepreneurs in the UK," Journal of Business Research, Elsevier, vol. 145(C), pages 106-116.

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