Understanding Sequences of Business Interactions and their Influence on Cross-Cultural Inter-Team and Intra-Team Negotiations

Cheryl Dowie, Claudio De Mattos, Oscar De Bruijn

Research output: Chapter in Book/Report/Conference proceedingConference contribution

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 of 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.
LanguageEnglish
Title of host publicationThe 13th International Conference of the Society for Global Business & Economic Development
Subtitle of host publicationManaging the "Intangibles": Business and Entrepreneurship Perpectives in a Global Context
EditorsC. Jayachandran, Gian Luca Gregori
PublisherSGBED
Pages925-933
Number of pages9
ISBN (Print)9788890779572
Publication statusPublished - Jul 2014
Externally publishedYes
Event13th International Conference of the Society for Global Business and Economic Development: Managing the "Intangibles": Business and Entrepreneurship Perspectives in a Global Context - Uniersità Politecnica delle Marche, Ancona, Italy
Duration: 16 Jul 201418 Jul 2014
https://repository.stkipgetsempena.ac.id/bitstream/386/1/SGBED-2014.pdf

Conference

Conference13th International Conference of the Society for Global Business and Economic Development
CountryItaly
CityAncona
Period16/07/1418/07/14
Internet address

Fingerprint

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

Cite this

Dowie, C., Mattos, C. D., & Bruijn, O. D. (2014). Understanding Sequences of Business Interactions and their Influence on Cross-Cultural Inter-Team and Intra-Team Negotiations. In C. Jayachandran, & G. L. Gregori (Eds.), The 13th International Conference of the Society for Global Business & Economic Development: Managing the "Intangibles": Business and Entrepreneurship Perpectives in a Global Context (pp. 925-933). SGBED.
Dowie, Cheryl ; Mattos, Claudio De ; Bruijn, Oscar De. / Understanding Sequences of Business Interactions and their Influence on Cross-Cultural Inter-Team and Intra-Team Negotiations. The 13th International Conference of the Society for Global Business & Economic Development: Managing the "Intangibles": Business and Entrepreneurship Perpectives in a Global Context. editor / C. Jayachandran ; Gian Luca Gregori. SGBED, 2014. pp. 925-933
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title = "Understanding Sequences of Business Interactions and their Influence 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 of 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.",
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Dowie, C, Mattos, CD & Bruijn, OD 2014, Understanding Sequences of Business Interactions and their Influence on Cross-Cultural Inter-Team and Intra-Team Negotiations. in C Jayachandran & GL Gregori (eds), The 13th International Conference of the Society for Global Business & Economic Development: Managing the "Intangibles": Business and Entrepreneurship Perpectives in a Global Context. SGBED, pp. 925-933, 13th International Conference of the Society for Global Business and Economic Development, Ancona, Italy, 16/07/14.

Understanding Sequences of Business Interactions and their Influence on Cross-Cultural Inter-Team and Intra-Team Negotiations. / Dowie, Cheryl; Mattos, Claudio De; Bruijn, Oscar De.

The 13th International Conference of the Society for Global Business & Economic Development: Managing the "Intangibles": Business and Entrepreneurship Perpectives in a Global Context. ed. / C. Jayachandran; Gian Luca Gregori. SGBED, 2014. p. 925-933.

Research output: Chapter in Book/Report/Conference proceedingConference contribution

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Dowie C, Mattos CD, Bruijn OD. Understanding Sequences of Business Interactions and their Influence on Cross-Cultural Inter-Team and Intra-Team Negotiations. In Jayachandran C, Gregori GL, editors, The 13th International Conference of the Society for Global Business & Economic Development: Managing the "Intangibles": Business and Entrepreneurship Perpectives in a Global Context. SGBED. 2014. p. 925-933