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Journal articles on the topic 'Business negotiation'

Author: Grafiati

Published: 4 June 2021

Last updated: 25 July 2025

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1

Fang, Tony, Josephine Schaumburg, and Daniella Fjellström. "International business negotiations in Brazil." Journal of Business & Industrial Marketing 32, no. 4 (2017): 591–605. http://dx.doi.org/10.1108/jbim-11-2016-0257.

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Purpose The purpose of this study was to explore an innovative strategy for studying the Brazilian negotiator’s unique and paradoxical characteristics from a cultural point of view to acquire a better understanding of the nature of international business negotiations in Brazil. Design/methodology/approach The study is of a qualitative nature, using a multiple-case study design at three levels (small-, medium- and large-scale negotiations). Interviews were conducted with Brazilian and German managers to capture the emic–etic view of the Brazilian negotiator. The Strategic Trinity Model was deve

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Cvetković, Filip, S. Maja Kovačević, Aleksandar Stanković, Dejan Andrejević, and Mihajlo Filev. "The role and importance good business negotiation skills for modern managers." Ekonomija: teorija i praksa 17, no. 3 (2024): 128–41. https://doi.org/10.5937/etp2403128c.

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Negotiating represents a skill that is present in every aspect of life, whether it is everyday negotiations over simple matters, or business negotiations, which are the primary focus of this paper. Negotiation always occurs between two interested parties. This skill has existed as long as humankind, but it has never been as important as it is today. Trade gave rise to the phenomenon of negotiation, which, in ancient times, replaced violent seizure and theft. Today, business negotiation is a highly valued skill. Not every negotiator possesses a natural talent for negotiation, which is why many

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Sanil, Hishan S., and Mohammed Hashim Abdulkareem Al-Sharea. "The Influence of Culture on International Business Negotiations." Asia Proceedings of Social Sciences 9, no. 1 (2022): 265–66. http://dx.doi.org/10.31580/apss.v9i1.2358.

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International business negotiations face differences between different cultures. Cultural dimensions can affect the negotiation processes that take place between representatives of different cultures in the negotiations. As a result of the cultural difference between the negotiating parties, there may be many misunderstandings. This paper discusses the impact of cultural dimensions on the conduct of international business negotiation processes. Twenty previous studies on international business negotiation and cultural differences were reviewed and analyzed. Conflicts between negotiating partne

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PELECKIS, Kęstutis. "INTERNATIONAL BUSINESS NEGOTIATION STRATEGIES BASED ON BARGAINING POWER ASSESSMENT: THE CASE OF ATTRACTING INVESTMENTS." Journal of Business Economics and Management 17, no. 6 (2016): 882–900. http://dx.doi.org/10.3846/16111699.2016.1233511.

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At present business solutions are used for development and implementation of negotiating strategies for international business, which are not universally suitable for business development in all situations in context of globalization, with current challenges, which are characterized by increasing risk, uncertainty and cultural differences. The purpose of the research is to provide a theoretical model for developing and implementing international business negotiation strategies, based on bargaining power assessment, as well as to conduct an experiment and test the suitability and adaptability o

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Liu, Dongyue. "Language Art in Business Negotiations of Transnational Trade." Advances in Economics, Management and Political Sciences 31, no. 1 (2023): 176–81. http://dx.doi.org/10.54254/2754-1169/31/20231534.

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Trade activities between countries have become the main way of economic activities, and it is inevitable to conduct business negotiations when conducting trade activities. People usually only pay attention to the negotiation skills, but do not pay too much attention to the expression of language. However, language, tone and behavior will affect the negotiations and produce different negotiation results. Therefore, this paper studies the relationship between language expression and the outcome of transnational business negotiations by collecting real cases about the influence of language arts o

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Meng, Jiayan. "Analysis of Suggestions for Fresh Graduates on Negotiation and Communication Skills." BCP Business & Management 30 (October 24, 2022): 813–17. http://dx.doi.org/10.54691/bcpbm.v30i.2570.

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Every job description that involves contact with several parties has negotiation as a vital prerequisite. When negotiating, the interest should always come first, followed by the stance. As the goal of any negotiation is to produce value and set the conditions under which parties with different and sometimes antagonistic goals will collaborate, preparedness, forbearance, and prior planning are essential to any negotiation's success. One should gather information, be aware of goals and values, find areas of agreement, choose a walk-away stance, and attempt to determine the next best option whil

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Maciukevičienė, Liuda, and Vida Pipirienė. "Communication and Negotiations as an Ssential Prerequisite for the Development of International Business." Business: Theory and Practice 12, no. (3) (2011): 296–302. https://doi.org/10.3846/btp.2011.30.

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In today's global markets it is very important to understand how to communicate effectively with partners from various cultures in order to be successful in the business world. Negotiating success largely depends on: pre-negotiation of a negotiating strategy and tactics of choice and flexibility in the negotiations and the ability to make influence. The article examines the concept of negotiation in international business, makes consistent analysis of the phases of the negotiations. Negotiating deals with basic paradigms and their implications for international business. The article presents a

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Jaskólska, Agata. "Business Negotiations with Special Emphasis on Preparation Phase." Kwartalnik Ekonomistów i Menedżerów 40, no. 2 (2016): 65–80. http://dx.doi.org/10.5604/01.3001.0009.4499.

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The aim of this article is to describe the negotiation process including the preparation phase. The article is based on conclusions and thoughts drawn from the research which has been conducted by the author for a few years. As an experienced negotiator and the president of the National Negotiators Association the author knows from autopsy that the initial phase is often underestimated, although its influence on the outcome of negotiations is crucial. The research allowed the author to briefly present arrangements and the authorial negotiation model. The article may be of interest to managers

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Qiu, Siyi. "Business English Negotiation Strategies from the Perspective of Cultural Self-confidence." Frontiers in Humanities and Social Sciences 3, no. 9 (2023): 167–71. http://dx.doi.org/10.54691/fhss.v3i9.5650.

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With the economic globalization and the increasingly frequent international business exchanges, negotiating with people from different countries and cultures is bound to be a thorny issue, and culture plays a crucial role in international business negotiations. This paper tries to analyze the influence of cultural self-confidence on business English negotiation, point out the challenges faced by business English negotiation in the perspective of cultural self-confidence and propose corresponding negotiation strategies, so as to strive for the success of negotiation.

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Eklinder-Frick, Jens Ola, and Lars-Johan Åge. "Relational business negotiation – propositions based on an interactional perspective." Journal of Business & Industrial Marketing 35, no. 5 (2020): 925–37. http://dx.doi.org/10.1108/jbim-04-2019-0169.

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Purpose Historically, a transactional perspective has dominated the business negotiation literature. This perspective includes the notions that business negotiations are a linear process that follows episodic or stage models, business negotiations are geared toward an outcome in the form of a one-time transaction, business negotiations focus on a single negotiator or negotiation in a dyad and the research has historically viewed negotiation as a “zero-sum” game. Inspired by a long tradition of empirical studies of business relationships, there is good reason to apply a conceptual analysis to c

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Perkov, Davor, and Dinko Primorac. "Business Negotiation as a Crucial Component of Sales." International Journal of Innovation and Economic Development 2, no. 4 (2015): 48–57. http://dx.doi.org/10.18775/ijied.1849-7551-7020.2015.24.2005.

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Negotiation is a controlled communication process that resolves the conflict of interest of two or more negotiating parties (when each party can block the achievement of the objective of the other side). The key to negotiating effectively is to know how much to offer in which moment and know where and how to draw the line of what we are prepared to accept. Negotiation theory in some segments differs from the negotiation in sales. The purpose of the paper was to point out the specific potentials, problems, dynamics and importance of negotiation as a crucial component of sales. The main hypothes

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Al-Sharaa, Mohammed Hashim Abdulkareem, and Sanil S. Hishan. "The Impact of Cross-Culture Risk on International Business Negotiations." International Journal of Information Technology Project Management 13, no. 2 (2022): 1–13. http://dx.doi.org/10.4018/ijitpm.311850.

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International business negotiations face differences between different cultures. Cultural dimensions can affect the negotiation processes that take place between representatives of different cultures in the negotiations. As a result of the cultural difference between the negotiating parties, there may be many misunderstandings. This paper discusses the impact of cultural dimensions on the conduct of international business negotiation processes. Twenty previous studies on international business negotiation and cultural differences were reviewed and analyzed. The Prisma flow diagram chart was us

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Peleckis, Kęstutis. "Assessment of Bargaining Power in Preparation of International Business Negotiations Strategies: Case of Wholesale Trade." International Letters of Social and Humanistic Sciences 65 (December 2015): 1–15. http://dx.doi.org/10.18052/www.scipress.com/ilshs.65.1.

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Recently businesses need to find the new ways to ensure business growth and competitiveness in the international market. Cultural diversity of international business brings new challenges in the development and implementation of negotiation strategies of businesses, in cooperation with foreign partners. At present business solutions are used for development and implementation of negotiating strategies for international business, which are not universally suitable for business development in all situations in context of globalization, with current challenges, which are characterized by increasi

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Numprasertchai, Haruthai Putrasreni, and Fredric William Swierczek. "Dimensions of Success in International Business Negotiations: A Comparative Study of Thai and International Business Negotiators." Journal of Intercultural Communication 6, no. 1 (2006): 1–16. http://dx.doi.org/10.36923/jicc.v6i1.419.

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The success of international business relationships depends on effective business negotiations. Negotiators need to be well prepared. Understanding how to achieve international business negotiation outcomes and the factors relevant to the process will allow negotiators to be more successful. Based on theories of negotiation with a cultural focus, this study focuses on the dimensions of negotiating outcomes and process as perceived by Thai and International business negotiators related to past cross-cultural international business negotiations. From a review of negotiation practices a questionn

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Peleckis, Kęstutis. "Multi-criteria assessment tools for achieving balance between negotiating powers under distorted conditions of competition in construction sector’s market." SHS Web of Conferences 129 (2021): 12003. http://dx.doi.org/10.1051/shsconf/202112912003.

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Research background: this study identified which factors influence other factors and how they have a greater impact on the value of a business entity’s HHI index. By knowing the key factors, they can be used to model possible mergers and their impact on the HHI index and possible changes in the market power balance. Purpose of the article: to present the concept of business negotiation system, enabling to model and effectively manage the process of development and implementation of negotiation strategies, assessing the negotiating power of negotiating parties and selecting multi-criteria asses

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Kumar, Manish, Himanshu Rai, and Surya Prakash Pati. "An Exploratory Study on Negotiating Styles: Development of a Measure." Vikalpa: The Journal for Decision Makers 34, no. 4 (2009): 37–50. http://dx.doi.org/10.1177/0256090920090404.

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Negotiation study as a tool in conflict management has been in vogue since long and spans the disciplinary boundaries. The outcome of business negotiations depends on bargainer characteristics, situation, and the negotiation process, which also drive the style adopted by a negotiator. Negotiation as a universal phenomenon does not have a universal style as the notion of consistent improved results for an individual�s business value has multiplicity of measures. Also, when it comes to negotiation style studies, they have either been packaged with other constructs or have been confused with them

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Chen, Yixuan. "The influence of different cultures on international business negotiations & Strategies." Highlights in Business, Economics and Management 10 (May 9, 2023): 161–66. http://dx.doi.org/10.54097/hbem.v10i.8033.

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International business negotiation is an indispensable part of cross-border and foreign trade. Strategy, psychology, and social context are three important factors in international business negotiation. The strategy includes the preparatory work before the negotiation; the psychological element includes how to understand the mental activities of the other party; the social context also includes the negotiator's country and cultural background. This paper focuses on the analysis of these three elements. It covers the different negotiating priorities and habits of Eastern and Western people or n

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Altschul, Carlos. "Internal Coordination in Complex Trade Negotiations." International Negotiation 12, no. 3 (2007): 315–31. http://dx.doi.org/10.1163/138234007x240655.

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AbstractComplex trade negotiations call for elaborate internal coordination and adept negotiating actors. In successful cases, these actors develop reciprocal dependent behaviors. Recent business and trade negotiation experiences testify to the development of process mechanisms in a variety of settings that demonstrate the capacity of the negotiators' role to expand. Constraints are acknowledged, essentially, the fact that the negotiator is a mandated agent and acts within a timebound context. Still, as drivers, negotiators practice their trade creatively to promote internal coordination, rest

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Sileniece, Liga. "A Review of Green Business Negotiations and the Development of Sustainable Business Transitions." Economics Ecology Socium 8, no. 4 (2024): 14–24. https://doi.org/10.61954/2616-7107/2024.8.4-2.

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Introduction. Seeking consistency with the seventeen UN Sustainable Development Goals, business entities are transforming from “doing business as usual” to sustainable business practices. Businesses are encouraged to undergo a green transition process. Green business transitions form a specific context for business negotiations. The engagement of business entities in negotiations largely depends on the willingness of parties to find a solution for the contradictory interests of parties and to come up with a solution for the negotiation problem in the form of a joint decision. Aim and tasks. Th

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Sunjida, Khan, Mohammad Zayed Nurul, Afrin Mithila, and Binte Zahid Halima. "Trade Negotiation for Doing Business in Asian Region: A Conceptual Framework." International Journal of Arts and Social Science 3, no. 4 (2023): 435–49. https://doi.org/10.5281/zenodo.7726755.

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Developing countries face various complexities and challenges while negotiating trade particularly large-scale trade with other countries. A strong and good trade negotiation can play a vital role in achieving the destination by implementing trade agreements suitably. The objectives of this paper is to provide the concept of trade negotiation in details and to sketch some guidelines for constructing strong trade negotiation. For this reason, by using various secondary data sources, this study tries to explain all the basic knowledge for trade negotiations and suggests some negotiating trade fa

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Wang, Yue, Akira Tanaka, and Xiaochun Huang. "From Long-term Contract to Market: An RBC Perspective on International Negotiations of Iron Ore Prices in the Asia-Pacific Region, 2009–2010." International Negotiation 25, no. 2 (2020): 345–71. http://dx.doi.org/10.1163/15718069-25131243.

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Abstract The collapse of a long-term contract-based (LTC) benchmark system and the rise of a market-based index system in international negotiations of iron ore prices in the Asia-Pacific region has attracted much media attention. However, a systematic analysis of why and how such a change occurred from a negotiation point of view is absent. Drawing upon a relationship-behavior-conditions (RBC) perspective from the international business (IB) negotiation literature, this article investigates how negotiations between parties unfolded during the 2009–2010 period. Specifically, the article contri

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A. Dzogovic, Suada, and Anita Cucovic. "NEGATIVE TREND IN THE POSITIONING OF WOMEN IN INTERNATIONAL BUSINESS NEGOTIATIONS." Journal Human Research in Rehabilitation 13, no. 2 (2023): 216–26. http://dx.doi.org/10.21554/hrr.092304.

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Over the past decade, many studies have been conducted on the ethical aspects of gender equality in international business negotiations. Research shows that, despite women’s success in solving global negotiation challenges, their participation is still limited. And while this influence may not be direct, it should be noted that women are generally considered less good negotiators than their male counterparts. In this sense, through analyzing theoretical discourse, this article examines the contemporary practice of business negotiation. The goal is to point out the (un)ethical continuity of the

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Hamdan, Yusuf, Anne Ratnasari, and Aziz Taufik Hirzi. "Profil Negosiator Bisnis Wanita Pengusaha." MIMBAR, Jurnal Sosial dan Pembangunan 29, no. 2 (2013): 235. http://dx.doi.org/10.29313/mimbar.v29i2.401.

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This study is concerning the profile of entrepreneurs women business negotiation skills in marketing products and services. The aim of this research is to determine the ability of business negotiation in order to establish cooperation and competition, the use of verbal and nonverbal messages, as well as inhibiting factors in marketing products and services. The research applied qualitative methods with a single case study approach. Data collected by observation, literature study and through interviews. informants of this research were women who are member of Association of Indonesia Entreprene

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Zhang, Jing, and Yeli Shi. "The Application of Vague Language in International Business Negotiations from a Cross-cultural Perspective." Theory and Practice in Language Studies 7, no. 7 (2017): 585. http://dx.doi.org/10.17507/tpls.0707.13.

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in the environment of economic globalization, business negotiation becomes more and more frequent than ever. International business negotiation has a significant role in international business trade. There are many factors that can affect the negotiation, including language, culture, negotiators, and negotiation strategies. Language as an important tool plays a great role in the negotiation strategies. It is commonly held that precise language should be used in business negotiations in order to avoid misunderstanding. However, people ignore the fact that language itself is vague in essence. Ne

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De Moor, Aldo, and Hans Weigand. "Business Negotiation Support: Theory and Practice." International Negotiation 9, no. 1 (2004): 31–57. http://dx.doi.org/10.1163/1571806041262106.

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AbstractBusiness negotiation support systems (NSS) are slowly entering the market, although they lack a clear theoretical basis as of yet. Negotiation is a complicated process with many aspects that have only partially been described with the formal rigidity needed to build support systems. Most theories about negotiation are descriptive and not prescriptive, which, among other things, prevents their use as a basis for negotiation support systems. Complicating matters is that a negotiation process consists of several distinct stages, each with its own characteristics. Furthermore, there are ma

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Aulia, Shifa. "Analysis of PT. Celebit Circuit Technology's business negotiation strategy with customers." Magisma: Jurnal Ilmiah Ekonomi dan Bisnis 9, no. 2 (2021): 162–67. http://dx.doi.org/10.35829/magisma.v9i2.184.

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In business negotiations, there is often little way to know how the agreement will be executed properly through negotiations and agreements with both parties concerned. The existence of the company's problems with the customer, the company must be able to provide alternative solutions to problems that occur by negotiating with the customer to seek mutual agreement as decision making. Informants from the PPC (Pre Production Control) / PPIC (Plan Production Inventory Control) section made an alternative as an initial negotiation with the customer in taking the negotiation agreement that occurred

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Foroughi, Abbas. "Minimizing Negotiation Process Losses With Computerized Negotiation Support Systems." Journal of Applied Business Research (JABR) 14, no. 4 (2011): 15. http://dx.doi.org/10.19030/jabr.v14i4.5648.

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The growing frequency of negotiation situations as well as an increasing complexity of the issues that need to be resolved in a negotiation have generated interest in computer support for negotiation. Negotiation Support Systems (NSS) show potential for alleviating or overcoming major process losses which hinder the effectiveness of negotiations, including the negative effects of cognitive limitations, cognitive biases and dysfunctional socio-emotional aspects of negotiator behavior. This paper gives a brief overview of existing NSS and presents a framework for research in the NSS area, which

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Cretan, Adina, Cristina Nica, Carlos Coutinho, Ricardo Jardim-Goncalves, and Ben Bratu. "An Intelligent System to Ensure Interoperability for the Dairy Farm Business Model." Future Internet 13, no. 6 (2021): 153. http://dx.doi.org/10.3390/fi13060153.

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Picking reliable partners, negotiating synchronously with all partners, and managing similar proposals are challenging tasks for any manager. This challenge is even harder when it concerns small and medium enterprises (SMEs) who need to deal with short budgets and evident size limitations, often leading them to avoid handling very large contracts. This size problem can only be mitigated by collaboration efforts between multiple SMEs, but then again this brings back the initially stated issues. To address these problems, this paper proposes a collaborative negotiation system that automates the

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Zhang, Bei. "Behavioral Analysis in International Business Negotiations Based on the Bargaining Model of Game Theory." Journal of Mathematics 2021 (December 6, 2021): 1–10. http://dx.doi.org/10.1155/2021/5911347.

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In the process of global digital trade rules negotiation, game and cooperation coexist, and all parties are actively seeking cooperative relationship while negotiating game. Against this background, this paper provides a comprehensive overview of the negotiation process of global digital trade rules and analyzes the core issues of the negotiations and their implied political game. This paper firstly compares the core issues of global digital trade rules negotiations at multilateral and regional levels and quantitatively reflects the weighting relationship between core issues and keywords by me

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Tu, Yu-Te. "A Comparison on Business Negotiation Styles with Education." Information Management and Business Review 4, no. 6 (2012): 317–31. http://dx.doi.org/10.22610/imbr.v4i6.986.

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Training and education is important in negotiation. For a trained negotiator, good results are the consequence of knowing when to follow to his/her instincts and when to employ negotiation theories or use a combination of them. As the economics within Greater China become more internally linked together, it becomes increasingly important to understand the nuances of each culture encompassed by this term. There is very little comparing the negotiation styles of Chinese who live in Taiwan, Hong Kong, and China among themselves. To fill the gap, the present research focuses on negotiations style

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VIDOMENKO, O.I. "The importance of mastering the skills of conducting commercial negotiations and knowledge of communication strategies in the context of the formation of market relations." Market Relations Development in Ukraine №7-8(242-243)2021 139 (October 11, 2021): 105–11. https://doi.org/10.5281/zenodo.5561221.

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Relevance of the research topic. In the conditions of the formation of market relations, it is extremely important to be able to establish mutually beneficial business relationships with partners (including international ones) in business and with representatives of government agencies. The negotiation process has become an integral part of any business activity. Business negotiation skills and knowledge of communication strategies are the key to effective negotiations and informed management of this process. Formulation of the problem. A specialist's lack of certain knowledge and psycholo

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Huang, Haixia. "On Cultural Differences in Business Negotiation." Frontiers in Business, Economics and Management 10, no. 3 (2023): 136–39. http://dx.doi.org/10.54097/fbem.v10i3.11465.

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With the rapid development of global economic integration, business exchanges between domestic and foreign enterprises are becoming more and more frequent. Due to cultural differences, the way of business negotiation has also changed a lot. As a form of interpersonal communication, business negotiation inevitably involves the communication methods of different countries, different nationalities, different social and cultural backgrounds and etiquette cultures, thus producing very rich business negotiation methods. How to better achieve the expected effect of business negotiations with differen

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Ren, Siqi. "The Role of Business Negotiation in Business Cooperation--Analysis Based on Cultural Differences." Highlights in Business, Economics and Management 28 (April 9, 2024): 376–80. http://dx.doi.org/10.54097/qga9c594.

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In the context of economic globalization, the cooperation of enterprises is becoming more and more extensive and important. At the same time, based on cultural diversity, different cultural backgrounds and negotiation customs will have an impact on the outcome of negotiations. This paper analyzes the influence of different regional cultural backgrounds on their negotiation habits and illustrates the importance of paying attention to cultural differences. This paper argues that business negotiation plays a great role in bridging cultural differences in corporate cooperation. Based on this, the

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Raphael, Teles Valente, and DE OLIVEIRA DIAS MURILLO. "HOW TO STRUCTURE A RETAIL PHARMACY BUSINESS NEGOTIATION." GPH-International Journal of Business Management 06, no. 04 (2023): 01–15. https://doi.org/10.5281/zenodo.7817264.

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This article presents how to structure a real pharmacy retail business negotiation case scenario by adopting the Negotiation Map and the Four-Type Negotiation Matrix. The single descriptive case study involved two parties, one buyer and one supplier, in a bidding contest with the pharmacy retail business in Rio de Janeiro, Brazil, as the unit of analysis. Key findings pointed out planning negotiations to engagement as crucial to a better negotiation deal. Evidence also suggests structured negotiation approach is a sound strategy to be pursued. Finally, a completed negotiation map, implications

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Zhao, Shuran. "Study on The Construction of Corporate Negotiation Power Based on Cultural Differences in International Business Negotiations Between The United States and China." Transactions on Economics, Business and Management Research 11 (November 5, 2024): 75–82. https://doi.org/10.62051/by1nxa58.

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Traditionally, business negotiation is seen as a face-to-face competition of skills and psychological acumen. However, it can also be viewed as a cultural collision and integration. This paper analyzes three actual business negotiation cases between China and the United States to explore the impact of cultural differences on trade negotiations. The analysis reveals that while cultural differences are inevitable, cultural commonalities can be leveraged. The first case focuses on the pre-negotiation phase, highlighting differing cultural attitudes toward establishing interpersonal relationships.

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Pang, Ruyi, and Ruxin Pang. "The Success and Failure of International Business English Negotiation: Based on Hofstede's Cultural Dimension Perspective." BCP Education & Psychology 10 (August 16, 2023): 332–39. http://dx.doi.org/10.54691/bcpep.v10i.5403.

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With the increasingly frequent international economic and trade exchanges, the use of Business English in transnational exchanges has become more popular and valued. However, in international Business English negotiations, the differences in language expression under different cultural backgrounds have become a major obstacle in the negotiation process. Based on Hofstede's cultural dimension theory and through typical examples of Business English expressions, this paper explored how cross-cultural differences are reflected in negotiations, and has found that Hofstede's cultural dimension theor

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BADALOV, Shahriyar. "ECONOMIC FACTORS AS ONE OF INTERCULTURAL FEATURES NEGOTIATING IN INTERNATIONAL MANAGEMENT." Annals of Spiru Haret University. Economic Series 18, no. 2 (2018): 161–71. http://dx.doi.org/10.26458/1828.

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Cultural varieties between negotiators are constant in international business negotiation processes. In our modern world, there is a rapid development of international connections in all kind of spheres of human activity. The major aim of this study is to analyse and develop knowledge on the characteristics of intercultural negotiation that will give opportunities to the national representatives to be determined to their particular types of cultures, as well as to endow the characteristics of different countries in some business spheres.On a regular basis, in order to manage the expectations o

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Ramadhany, Medina, Nurillah Jamil Achmawati Novel, and Cecep Safa’atul Barkah. "Analysis of the Negotiation Process of PT Surya Bratasena Plantation with Pangkalan Kuras District, Pelalawan Regency." JBTI : Jurnal Bisnis : Teori dan Implementasi 12, no. 2 (2021): 94–102. http://dx.doi.org/10.18196/jbti.v12i2.12098.

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The negotiation process is found in many situations, both professional and non-professional. Thus, negotiations now do not occur only in the scope of business related to buying and selling products and services. Negotiation occurs when there are two or more parties who work together to resolve a problem involving the negotiating parties. Generally, one party has something that the other party wants and the other party is willing to negotiate about it. The resolution of the PT Surya Bratasena Plantation problem with Pangkalan Kuras District is an example of conflict resolution through a negotia

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Peleckis, Kęstutis. "International Business Negotiations: Innovation, Negotiation Team, Preparation." Procedia - Social and Behavioral Sciences 110 (January 2014): 64–73. http://dx.doi.org/10.1016/j.sbspro.2013.12.848.

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Milene, do Carmo Teodoro, and de Oliveira Dias Murillo. "The Role of the Lawyer in Complex Negotiations: Lessons from a Business Case." GPH-International Journal of Social Science and Humanities Research 8, no. 05 (2025): 01–11. https://doi.org/10.5281/zenodo.15511234.

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This case study explores the complexities of negotiation in a business setting, highlighting the importance of strategic thinking, collaboration, and effective communication. A seasoned lawyer recounts their experience negotiating a Build-to-Suit (BTS) contract with a new investor, navigating unusual demands, and finding creative solutions to reach a mutually beneficial agreement. The outcome led to a successful partnership, with the investor becoming the company's largest partner. The study offers valuable insights into the negotiation process, emphasizing the need to understand the other par

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Nst, Asrindah, Buyung Solihin Hasugian, and Tamara Salsabila. "THE EFFECTIVE NEGOTIATION METHODS FOR RESOLVING BUSINESS PROBLEMS." Dharmawangsa: International Journal of the Social Sciences, Education and Humanitis 4, no. 3 (2023): 88–92. http://dx.doi.org/10.46576/ijsseh.v4i3.3730.

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ABSTRACTBusiness conflicts are unavoidable and can occur in various situations. Effective negotiation can be a powerful tool for resolving business conflicts and reaching solutions that are beneficial for all parties. I looked for various effective negotiation strategies that we can use to resolve business conflicts in this research .First, we talked about how important effective communication and an open approach are in negotiations. Clear and transparent communication allows the parties to understand what they need to reach a mutually beneficial agreement. Secondly, I emphasize how important

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Բաղրամյան, Ռւզաննա. "Անուղղակի խոսքային ակտերը՝ որպես բանակցային դիսկուրսի լեզվագործաբանական կաղապար". Foreign Languages in Higher Education 28, № 2 (37) (2024): 60–79. https://doi.org/10.46991/flhe.2024.28.2.060.

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This article examines the role of indirect speech acts in business negotiations based on the method of principled negotiation. The correct choice of speech strategies in the business sphere evidently plays a key role in the successful conduct of the negotiation process. A comprehensive analysis of business discourse allows for the identification and study of communicative strategies that facilitate a flexible speech policy and minimize conflict situations between the parties. Based on J. Searle's classification of speech acts, the article presents a quantitative analysis of various types of sp

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Fleming, David E., and Jon M. Hawes. "The negotiation scorecard: a planning tool in business and industrial marketing." Journal of Business & Industrial Marketing 32, no. 4 (2017): 519–24. http://dx.doi.org/10.1108/jbim-06-2015-0120.

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Purpose Given the ever-increasing complexity of business-to-business exchange, success is contingent on being able to adapt to any given situation. However, there is little in the way of guidance for how to adapt when it comes to negotiations. This paper aims to help business and industrial marketing professionals “get it right” by introducing a new tool which can be used to determine the appropriateness of using a distributive or an integrative approach for a given negotiation interaction. Design/methodology/approach To develop this tool, the authors identify key situational factors in the ne

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Brikena, Liga. "EU Business Efﬁciency and Growth: The Ex-post Phase in Business Negotiations". Studia Europejskie – Studies in European Affairs 2023, № 3 (2023): 121–42. http://dx.doi.org/10.33067/se.3.2023.7.

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European Small and Medium-sized Enterprises (SMEs) and entrepreneurs are so-called “frontliners” in European Union transitions and strategies while also implementing the EU Resilience and Recovery Plan, which requires an increase of business effectiveness. Business-negotiation management brings conﬁdence in the achieving of business goals. The negotiation phase model ensures accuracy in monitoring progress and also in the evaluation of possible outcomes. The aim of this article is to map the cumulative scientiﬁc knowledge and evolutionary nuances of well-established ﬁelds in business negotiati

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Liu, Li. "Analysis on Pragmatic Failures in Cross-Cultural Business Negotiation Interpretation." Journal of Education and Educational Research 6, no. 3 (2023): 97–101. http://dx.doi.org/10.54097/9cbyyc29.

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As economic and social development deepens, cross-cultural communication is also gaining more and more attention. English interpreting is an integral part of international business negotiations. Pragmatic failures in business negotiation interpreting can directly affect the quality of negotiation communication, and sometimes even lead to misunderstandings and the breakdown of negotiations. Reducing the pragmatic failures in interpreting in negotiations and improving interpreting skills can play a positive role in facilitating international trade negotiations. Based on Leech's and other scholar

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Öberg, Britt-Marie. "Team Work in Business Negotiations." HERMES - Journal of Language and Communication in Business 6, no. 11 (2015): 61. http://dx.doi.org/10.7146/hjlcb.v6i11.21534.

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This is a case study of an authentic Swedish business negotiation, stretched over a time of nearly one year and divided into three sessions. The study traces and describes the phases within the negotiation process and it shows that the phase structure of each session is related to the global structure of the entire negotiation. The second part of the study concerns cooperative talk within the negotiating teams, teamtalk, and cooperative talk across the teams, grouptalk. It describes the relationship between the phases in the negotiation process and the development of different types of coopera

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Encarnation, Dennis J., and Louis T. Wells. "Sovereignty en garde: negotiating with foreign investors." International Organization 39, no. 1 (1985): 47–78. http://dx.doi.org/10.1017/s0020818300004860.

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Governments must choose between general policies and individual negotiations to reach agreements with foreign investors. General policy leaves nothing to be negotiated. But once negotiation is selected, governments face difficult choices over how to conduct ne otiations. No single choice of organizational structure or administrative process is optimal for all countries or for all industries. Each organizational choice carries a range of economic and political costs and benefits that are valued differently by the domestic and foreign interests affected by the negotiation's outcome. Interviews w

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Adi Maulana Rachman, Okto Irianto, and Elly Noer. "Pelatihan Peningkatan Kapasitas Sumber Daya Manusia Dalam Negosiasi Binsis UMKM di Lingkungan Provinsi Papua Selatan." JURNAL PENGABDIAN MASYARAKAT AKADEMISI 3, no. 1 (2024): 01–05. https://doi.org/10.59024/jpma.v3i1.1010.

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Increasing human resource capacity in business negotiations is one of the strategic efforts to empower the Papuan people. This article is the result of implementing business negotiation training designed by the South Papua Provincial Government, Small and Medium Enterprises Cooperatives, Industry and Trade Service for involving academics from Musamus University the indigenous Papuan community in South Papua Province. The aim of the activity is to improve business negotiation skills to support the sustainability of small and medium enterprises (SMEs) managed by local communities. Training metho

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Hamdan, Yusuf, Anne Ratnasari, and Aziz Taufik Hirzi. "Kemampuan Negosiasi Pengusaha Dalam Meningkatkan Kesepakatan Bisnis." MIMBAR, Jurnal Sosial dan Pembangunan 31, no. 1 (2015): 21. http://dx.doi.org/10.29313/mimbar.v31i1.854.

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Entrepreneurs as a business negotiator, in order to successfully improve the deal with his business partner needs to be supported by a variety of aspects. One of them through negotiation capability. This study aims to determine the ability of employers’ views on aspects of the negotiations digging courage, patience persists, ask for more courage, integrity, and their activities as a listener when negotiating. This research method qualitative single case study. Data collected by observation, interview, and literature. The informants were women entrepreneurs officers and members of Ikatan Wanita

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Krzywda, Joanna. "Managing Remote Negotiation Strategies." European Conference on Knowledge Management 24, no. 1 (2023): 724–32. http://dx.doi.org/10.34190/eckm.24.1.1632.

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In more recent times, many business relationships have moved online and many companies are taking advantage of the opportunity to talk online with their business partners. This paper attempts to answer the question of how this fact affects business relationships. A survey method was used with 47 companies in Poland that conduct remote negotiations or remote business talks. The respondents were company managers who participate in both traditional and remote negotiations. The conceptual framework for the study was the model of negotiation as recurring events in the history of a relationship (Tho

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