The Role of Sequences of Interactions on Cross-Cultural Inter-Team and Intra-Team Negotiations

Cheryl Dowie, Claudio De Mattos, Oscar De Bruijn

Research output: Contribution to journalMeeting Abstract

Abstract

Many studies show the lack of cross-cultural competence to be a reason for international business failures. The practice of effective communication will help reduce conflict and potentially increase the number o
opportunities for international business. Studies in social sciences have not fully scrutinised the dynamics of face-to-face negotiations, in particular the behavioural dynamics that may generate negative effects on such interactions. The Bales IPA model (1950) is adapted in this study to analyse behavioural patterns in group negotiations. This working paper aims at identifying sequences of interaction that determine the relative impact on the negotiation process, discusses the relevant frameworks in order to develop a conceptual model primarily based on the literature and suggests suitable research methods. In due course, this study will enable the researcher to unveil implications and provide recommendations for negotiations across cultures in general and for cross-border negotiations in particular.
Original languageEnglish
Pages (from-to)248-249
Number of pages2
JournalAcademy of International Business Annual Meeting Proceedings
Publication statusPublished - 2015
Externally publishedYes
EventAcademy of International Business Annual Meeting: Global Networks: Organizations and People - Bengaluru, India
Duration: 27 Jun 201530 Jun 2015
Conference number: 57
https://aib.msu.edu/publications/confproceed.asp

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Interaction
International business
Research methods
Communication
Cross-border
Negotiation process
Social sciences
Business failures
Cross-cultural competence
Conceptual model

Cite this

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title = "The Role of Sequences of Interactions on Cross-Cultural Inter-Team and Intra-Team Negotiations",
abstract = "Many studies show the lack of cross-cultural competence to be a reason for international business failures. The practice of effective communication will help reduce conflict and potentially increase the number oopportunities for international business. Studies in social sciences have not fully scrutinised the dynamics of face-to-face negotiations, in particular the behavioural dynamics that may generate negative effects on such interactions. The Bales IPA model (1950) is adapted in this study to analyse behavioural patterns in group negotiations. This working paper aims at identifying sequences of interaction that determine the relative impact on the negotiation process, discusses the relevant frameworks in order to develop a conceptual model primarily based on the literature and suggests suitable research methods. In due course, this study will enable the researcher to unveil implications and provide recommendations for negotiations across cultures in general and for cross-border negotiations in particular.",
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year = "2015",
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journal = "Academy of International Business Annual Meeting Proceedings",
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The Role of Sequences of Interactions on Cross-Cultural Inter-Team and Intra-Team Negotiations. / Dowie, Cheryl; De Mattos, Claudio; De Bruijn, Oscar.

In: Academy of International Business Annual Meeting Proceedings, 2015, p. 248-249.

Research output: Contribution to journalMeeting Abstract

TY - JOUR

T1 - The Role of Sequences of Interactions on Cross-Cultural Inter-Team and Intra-Team Negotiations

AU - Dowie, Cheryl

AU - De Mattos, Claudio

AU - De Bruijn, Oscar

PY - 2015

Y1 - 2015

N2 - Many studies show the lack of cross-cultural competence to be a reason for international business failures. The practice of effective communication will help reduce conflict and potentially increase the number oopportunities for international business. Studies in social sciences have not fully scrutinised the dynamics of face-to-face negotiations, in particular the behavioural dynamics that may generate negative effects on such interactions. The Bales IPA model (1950) is adapted in this study to analyse behavioural patterns in group negotiations. This working paper aims at identifying sequences of interaction that determine the relative impact on the negotiation process, discusses the relevant frameworks in order to develop a conceptual model primarily based on the literature and suggests suitable research methods. In due course, this study will enable the researcher to unveil implications and provide recommendations for negotiations across cultures in general and for cross-border negotiations in particular.

AB - Many studies show the lack of cross-cultural competence to be a reason for international business failures. The practice of effective communication will help reduce conflict and potentially increase the number oopportunities for international business. Studies in social sciences have not fully scrutinised the dynamics of face-to-face negotiations, in particular the behavioural dynamics that may generate negative effects on such interactions. The Bales IPA model (1950) is adapted in this study to analyse behavioural patterns in group negotiations. This working paper aims at identifying sequences of interaction that determine the relative impact on the negotiation process, discusses the relevant frameworks in order to develop a conceptual model primarily based on the literature and suggests suitable research methods. In due course, this study will enable the researcher to unveil implications and provide recommendations for negotiations across cultures in general and for cross-border negotiations in particular.

UR - https://aib.msu.edu/publications/confproceed.asp

M3 - Meeting Abstract

SP - 248

EP - 249

JO - Academy of International Business Annual Meeting Proceedings

JF - Academy of International Business Annual Meeting Proceedings

SN - 2078-0435

ER -