International Business Negotiation in a Globalizing World: Reflections on the Contributions and Future of a (Sub) Field

2006 ◽  
Vol 11 (2) ◽  
pp. 287-316 ◽  
Author(s):  
Stephen Weiss

AbstractResearch on international business negotiation has been underway for 35 years. It has developed within two major paradigms: the macro-strategic, which focuses on organizational wholes, and the micro-behavioral, which focuses on individuals. The former further divides into business-government relations and interfirm relationship streams, while the latter branches into comparative and intercultural studies. While this article summarizes these bodies of literature, its main purpose is to offer a critique of this research, consider its contribution to practice and to the field of international negotiation, and stimulate ideas for future research.

Author(s):  
Soo Hoo Pin Lick ◽  
Hassan Abu Bakar

As the world is getting more globalized due to digital world, cross-cultural business negotiation is getting more in demand and challenging compared to those days where most business involved mostly in domestic business negotiations. With such situations and environments, cultural intelligence is important to be learned. As many Chinese and Malaysian companies seeking the role as importer-exporter, international business negotiation skills and cultural awareness are much needed skills to meet the interaction goals of both parties. A lack of cultural awareness will lead to miscommunication and rejection from the other party during negotiations. The participants in this studies involve Chinese and Malaysians who are involved in real negotiation world. This paper used GLOBE model to compare the cultural dimensions between Malaysians and Chinese business negotiators. Questionnaires were sent by emails and through WeChat Apps to the participants who are based in China and Malaysia. Based on analysis, we found that between Chinese and Malaysian business negotiators, cultural norms influence the interaction goals between the two groups. As to the future research, we suggest that future research be directed towards developing theories and also focus on the application of GLOBE model in different research fields across different cultures, such as halal business management, digital marketing and business entrepreneurship. This study has contributed in enriching the knowledge on international business negotiations between Malaysia and China business literature context. On practical implication, this study has strengthen the negotiators’ knowledge on cultural norms of both Malaysians and Chinese in order to build better relationships with their business partners


2010 ◽  
Vol 15 (2) ◽  
pp. 187-228 ◽  
Author(s):  
Jeswald W. Salacuse

AbstractThe author has taught international business negotiation in a wide variety of university courses and executive training programs throughout the world during the last three decades. He has taught international business negotiation both as an end in itself and as a means to teach law, an approach that he calls “the law in the shadow of negotiation.” This article examines three fundamental dimensions of that experience: pedagogical goals, course content and teaching methods. His principal pedagogical goals in international business negotiation courses have been three-old: better negotiation analysis, improved negotiation skills, and increased international business knowledge. Depending on the time available, the content of his international business negotiation courses covers three broad areas: the fundamentals of conflict analysis and the negotiation process, basic themes in international negotiation, such as the importance of negotiation, preparation and the management of internal negotiations, and the special obstacles faced in international business negotiation, such as cultural differences among the parties, the actual or potential role of governments in the negotiation process, and challenges to the stability of negotiated agreements. The author’s teaching relies heavily on experiential methods and materials, such as exercises, simulations and cases, although more didactic methods also have a role.


Author(s):  
Swati Srivastava

Abstract This research note unveils new archival evidence from Amnesty International's first twenty-five years (1961–1986) to shed light on the realization of international human rights as Amnesty balanced “nonpolitical politics” through multifaceted government relations. The research draws from minutes and reports of eighty meetings of Amnesty's executive leadership and interviews from the 1983 to 1985 Amnesty Oral History project, all collected from the International Institute of Social History. The records show that during this time Amnesty relied on government and foundation funding to exit a severe financial crisis. Amnesty also cultivated a private diplomatic network with governments for access and advocacy and conducted side bargains with closed countries for access and reforms. In one sense, the new evidence complicates the conventional wisdom that Amnesty was only financed from small, individual donors and stayed away from private government dealings. In another sense, the new data extend existing insights about INGO strategic action by revealing Amnesty's pragmatic trade-offs when maintaining arms–length relations with governments to better appreciate the organization's early challenges and accomplishments. The note ultimately contributes to scholarship on the strategic choices of INGOs and provides new data for future research on the agency of nonstate actors in global governance navigating complex government relations. Esta nota de investigación presenta nueva evidencia documental de los primeros 25 años de Amnistía Internacional (Amnesty International), de 1961 a 1986, para arrojar luz sobre el cumplimiento de las normas internacionales de derechos humanos mientras Amnistía balanceaba la “política no política” mediante relaciones gubernamentales polifacéticas. La investigación incorpora actas e informes de 80 reuniones del liderazgo ejecutivo de Amnistía y entrevistas de 1983 a 1985 del proyecto Historia Oral de Amnistía (Amnesty Oral History), recopiladas del Instituto Internacional de Historia Social. Los documentos muestran que, en ese momento, Amnistía necesitó financiación gubernamental y de fundaciones para salir de una crisis financiera grave. Amnistía también cultivó una red diplomática privada con gobiernos a cambio de acceso y defensa, y tuvo negocios paralelos con países cerrados a cambio de acceso y reformas. En un sentido, la nueva evidencia complica la sabiduría convencional de que Amnistía solo tuvo financiamiento de donantes pequeños e individuos y se mantuvo lejos de los negocios privados con gobiernos. En contraste, los nuevos datos amplían las percepciones existentes sobre la acción estratégica de organizaciones no gubernamentales internacionales (ONGI), revelando las concesiones pragmáticas de Amnistía al mantener relaciones independientes con gobiernos, y permiten apreciar mejor los desafíos y logros iniciales de la organización. La nota, fundamentalmente, contribuye a la investigación sobre las decisiones estratégicas de las ONGI y brinda nuevos datos para futuras investigaciones sobre la autonomía de los actores no estatales que navegan relaciones gubernamentales complejas en la gobernanza global. Cet exposé de recherche dévoile de nouvelles preuves issues des 25 premières années d'archives d'Amnesty International (1961–1986) pour apporter un éclairage sur l'application des droits de l'Homme tandis qu'Amnesty équilibrait la « politique apolitique » par le biais de relations gouvernementales à plusieurs facettes. Cette recherche s'appuie sur des minutes et rapports de 80 réunions de la haute direction d'Amnesty, ainsi que sur des entretiens qui ont eu lieu entre 1983 et 1985 dans le cadre du projet Oral History (Histoire orale) d'Amnesty. Ces données ont toutes été recueillies auprès de l'Institut International d'Histoire Sociale. Les archives montrent que durant cette période, Amnesty a dû compter sur le financement de gouvernements et de fondations pour sortir d'une grave crise financière. Amnesty a également cultivé un réseau diplomatique privé avec des gouvernements pour faciliter son accès et son plaidoyer dans le pays concerné tout en menant des négociations parallèles avec les pays fermés pour y favoriser son accès et les réformes. En un sens, les nouvelles preuves compliquent les idées reçues selon lesquelles Amnesty ne serait financée que par de petits donateurs individuels et resterait à l’écart des affaires gouvernementales privées. Mais en un autre sens, ces nouvelles données enrichissent les renseignements existants sur l'action stratégique des organisations non gouvernementales internationales en révélant qu'Amnesty s’était livrée à des compromis pragmatiques en entretenant des relations avec les gouvernements tout en restant à distance. Ces renseignements nous permettent donc de mieux apprécier les premiers défis et accomplissements de l'organisation. En définitive, cet exposé contribue aux études sur les choix stratégiques des organisations non gouvernementales internationales et fournit de nouvelles données pour les recherches futures sur l'intervention des acteurs non étatiques dans la gouvernance mondiale tandis qu'ils naviguent dans des relations gouvernementales complexes.


2017 ◽  
Vol 25 (2) ◽  
pp. 233-250 ◽  
Author(s):  
Sangeetha Lakshman ◽  
C. Lakshman ◽  
Christophe Estay

Purpose The purpose of this paper is to examine the relationship of business strategies with executive staffing of multinational companies (MNCs). Design/methodology/approach Based on in-depth interviews conducted with top executives of 22 MNCs’, the authors identify important connections between international business strategies and staffing orientation. The authors used the qualitative research approach of building theory from interviews; thus, creating theoretical propositions from empirical evidence. Findings The authors find that when the pressure for global integration is high, MNCs use more parent-country national (PCNs) (ethnocentric staffing) as against the use of host-country managers (HCNs) (polycentric staffing) when this pressure is low. Additionally, MNCs using a global strategy are more likely to use an ethnocentric staffing approach, those using a multi-domestic strategy use a polycentric approach and firms using transnational strategy adopt a mix of ethnocentric and polycentric approaches. Research limitations/implications Although the authors derive theoretical patterns based on rich qualitative data, their sample is relatively small and comprises mostly of French MNCs. Generalizability to a broader context is limited. However, the authors’ findings have critical implications for future research. Practical implications The authors’ findings provide critical managerial implications for MNCs in matching their HR strategies with business strategies. These are important for effective strategy implementation. Originality/value Although MNC staffing orientations have been studied for a long time, their relationship to international business strategies is still not clearly understood. The authors contribute to the literature by investigating the relationship between MNCs’ business strategy types with staffing orientations.


2018 ◽  
Vol 45 (2) ◽  
pp. 359-383 ◽  
Author(s):  
B. Sebastian Reiche ◽  
Yih-teen Lee ◽  
David G. Allen

As organizations increasingly fulfill their customer needs by getting their work done globally, there is a pressing need for the scientific community to further advance knowledge on global work, especially in terms of how to better conceptualize and integrate it. A particular opportunity for such development involves the cross-fertilization between the international business (IB) and human resource management (HRM) literatures, which serve as the focal domains to study global work phenomena but have treated global work largely as separate research streams. We therefore edited a special issue to contribute to a more integrative understanding of various aspects of global work across both domains. In this opening article, we review existing research on global work in the multinational enterprise from both IB and HRM perspectives. Subsequently, we present a shared conceptualization of global work that helps integrate theoretical and empirical research in both fields. We then introduce the articles in this special issue, before developing an integrative agenda for future research on global work.


2016 ◽  
Vol 12 (4) ◽  
pp. 348-368 ◽  
Author(s):  
Snejina Michailova ◽  
Kate Hutchings

Purpose This paper aims to provide a critical perspective of how the theme of women, and more broadly gender, have been treated in extant international business (IB) literature. It also suggests meaningful and promising avenues in this research space. Design/methodology/approach This paper is not intended to provide a comprehensive literature review; rather, it offers a critical and reflective view on the development of the IB stream of literature in which discussion of women has been largely marginalised. Findings While women and gender have been topics of considerable discussion across a range of disciplines in the social sciences, they have received limited examination in the IB literature despite this discipline being most suitable for such, given its socio-cultural analyses across international borders and organisations. Research limitations/implications Several themes are suggested as fertile future research avenues. These themes identify gaps in existing knowledge but, more importantly, also problematize prevailing views that IB scholars tend to hold about women and gender. The future research themes suggest that the very context of IB signifies the need for systematic gender analysis which might advance current understanding of women specifically and gender, more broadly, in the IB field. Originality/value This paper makes a salient and timely contribution to the IB field in providing an original, erstwhile unexamined critique of the marginal reflection on women and gender within extant IB research.


2017 ◽  
Vol 4 (2) ◽  
pp. 254-272 ◽  
Author(s):  
Milene Mendes de Oliveira

Abstract International business negotiations are prone to several difficulties, one of the most fundamental of which being differences in cultural conceptualizations (Sharifian 2011). In order to explore how Brazilians and Germans conceptualize respect in business negotiations, interviews in English with business negotiators were conducted and cultural conceptualizations analyzed. Following an ‘organic’ (Quinn 2005) and (mainly) qualitative approach to data, this paper presents: (a) the main conceptualizations found for both groups; (b) a cognitive-linguistic analysis of collocations of ‘respect’ found in the interviews; and (c) a preliminary sketch of group-level conceptualizations of respect in business negotiations for both groups. For Brazilians, the source domains location and vertical splitting were salient, which points to the relevance of hierarchy. For Germans, the source domain horizontal splitting and the sphere separation cultural schema were recurrent, which signals appreciation for the public-private sphere separation. These conceptual differences might have practical consequences in international negotiation scenarios.


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