Cultural Differences in Interaction Goals between Malaysia-China Business Negotiations

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

Business Negotiation Approach Model and Strategy for Community Leaders in Resolving Land Dispute Conflicts in Maluku Province

This study was written with the aim of knowing and describing how the Model Approach and Negotiation Strategy of Community Leaders in Resolving Land Dispute Conflicts in Marafenfen Village, Aru Islands, Maluku Province Community leaders are parties who have advantages over the general public and play an important role in making decisions. Land dispute conflicts that occurred in the village of Marafenfen are social conflicts that often occur considering the people who do not really understand the rights to the land they want to own. This article is an article that uses a qualitative descriptive method, namely research that seeks to describe or describe the object under study based on the facts in the field. then the data analysis technique used in this study is qualitative data analysis, The results of the research obtained by the author can be concluded that in resolving land disputes, community leaders use Competitive Approach Model but some community leaders do not understand the Negotiation processes so they still have not found an agreement.

Research on Effects of Covid-19 in Chinese Business Negotiation

As the COVID-19 pandemic hit the whole world unexpectedly, the connection between people was cut, and people had to adopt a new method to interact. This paper focuses on techniques used to conquer obstacles due to the pandemic and how Chinese businessmen preserved their culture at the same time. Combining the traditional way of negotiation with the new methods is also a topic worth negotiating. The whole world can see how Chinese businessmen rapidly adapt to the new environment. Since this is an unprecedented crisis and topic to discuss, the theme of this paper is not found in much research. Hopefully, the findings in the paper will guide negotiators throughout the world. A pause button has been pushed on the global economy; China was also estimated to suffer a plunge in the economy. However, this paper offers an alternative guess that China is overgrowing after COVID-19 is mainly under control. There is little research done on this abstract topic of negotiation after the pandemic. Thus, this paper primarily cites articles from before the pandemic as an introduction to the Chinese negotiation style and uses qualitative first-hand from the survey. Representatives in the survey have abundant experience in negotiation and conducting business in China. The survey results suggest positive expectations from businessmen in China, and the younger the group surveyed, the more likely they are to adapt to the new ways to negotiate. The findings in this paper can be a lighthouse for future study in acceptance and application of the use of novel methods developed during the pandemic.

Construction and Implementation of a New Intelligent Teaching Model of Business English Based on Constructivism

Communicating and teaching Business English online are currently in demand. Based on the theory of constructivism, this study takes International Business Negotiation of the Business English major as an example, with the School-Enterprise Cooperation Class that consists of 42 students of the 2018 cohort of a university as the experimental group. Employing certain research methods such as literature review, questionnaire survey, interview, experimental teaching methods, etc., this research constructs and tests out a brand new intelligent teaching model for International Business Negotiation with the goal of enhancing students’ practical application abilities in the “Internet+” era, and explores the effect of this model in promoting students’ abilities, such as autonomous learning, mobile learning, innovative thinking and practical application of knowledge, etc. This research provides a new, reasonable, and effective teaching approach towards teaching International Business Negotiation and other similar courses of Business English. It provides effective guidance for the reformed teaching of International Business Negotiation, while also giving directions for the reformed teaching of Business English, as well as other foreign languages and courses in the era of “Internet+”. At the same time, this research focuses on the working process, which provides practical guidance for students to negotiate efficiently in their future careers.

Eliciting tacit knowledge in professions based on interpersonal interactions

Purpose The notion of tacit knowledge is mostly discussed with regard to experts’ knowledge (Sternberg et al., 1995). It is less discussed in the context of interpersonal interactions, which are very common in organizations and in certain occupations (e.g. negotiations and therapy). The limited reference to this aspect is due to the lack of appropriate methodologies. This study aims to deal with this lacuna; specifically, how to elicit tacit knowledge in professions based on interpersonal interactions. Design/methodology/approach A case study was chosen to demonstrate the use of symbolic interaction key concepts (Goffman, 1959) as a method to evoke tacit knowledge. The information was gathered from interviews conducted among 20 business negotiation experts. The “onion” model (Asher and Popper, 2019) was used as a tool to analyze various layers of tacit knowledge. Findings The suggested framework enabled the exploration and characterization of tacit knowledge in professions based on interpersonal interaction, which would not have otherwise emerged. Practical implications As interpersonal interaction is a complex and abstract occurrence, the authors propose a conceptual framework (symbolic interaction), which allows for the characterization of such occurrences and a tool (the “onion” model) that allows for the classification of the elicited tacit knowledge. Originality/value The study suggests an original framework, which enables the identification and analysis of tacit knowledge in a context that is very common in organizations but is, yet, partially explored – personal interactions. The use of the suggested framework can possibly bridge the gap between unconscious personal learning and knowledge that can be used at the organizational level.

Analysis of PT. Celebit Circuit Technology's business negotiation strategy with customers

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. In this study the authors used qualitative methods, with data collection techniques through interviews and literature study and interview data analysis techniques were carried out such as observing, discussing and describing the problem in a certain way. Based on the results of interviews with PPC (Pre Production Control) / PPIC (Plan Production Inventory Control) officers, there are several alternative strategies such as delivery warnings, production deliveries, alternative rooms and partial deliveries. With the end of the "win-lose" negotiation, the company has to find a way out of the problem that actually all parties benefit and see long-term opportunities in the negotiations that occur.

Subspace Learning and Joint Distribution Adaptation for Unsupervised Cross-Database Microexpression Recognition

Microexpression recognition has been widely favored by researchers due to its many potential applications, such as business negotiation and lie detection. Cross-database microexpression recognition is more challenging and attractive than normal microexpression recognition because the training and testing samples come from different databases. The ensuing challenge is that the feature distributions between training and testing samples differ too much. As a result, the performance of current well-performing microexpression recognition methods often fails to achieve the desired effect. In this paper, we overcome this problem by introducing Subspace Learning and Joint Distribution Adaptation (SLJDA) by projecting the source and target domains into the subspace and later reducing the distance between them and then minimizing the distance between the marginal and conditional probability distributions of the data between the source domain and the target domain. To evaluate its performance, a large number of cross-database experiments are performed in the SMIC database and CASMEII database. The experimental results show the superiority of the method compared with existing microexpression recognition methods.

An Application of Grice’s Cooperative Principle to the Analysis of a Written Business Negotiation Model

This article focuses on institutional discourse pragmatics, highlighting its salient features in a business to customer negotiation model, based on an authentic business correspondence (email), through a prism of H. Grice’s Theory of Cooperative Principle. The central thrust of this theory is the application of the maxims of Quantity, Quality, Relation and Manner to speech acts to secure identification of participants’ intentions and sentence meaning, excluding irrelevancies throughout the communication process. Any kind of interaction in our life is accompanied by diverse tangible and intangible components. The role, function and impact of these aggregate components on the natural flow of communication irrespective of the form (oral/written) are the concern of pragmatics.

VR Technology and International Business Negotiation Teaching

With the continuous advancement of science and technology, technological products not only bring convenience to people’s lives, but also bring great benefits to education. The emergence of VR technology is a major milestone in the history of human development. This article starts with the theoretical basis of Virtual Reality technology in teaching application, analyzes the characteristics of VR technology, summarizes the problems existing in negotiation teaching, and finally discusses the advantages of VR technology to the teaching of International Business Negotiation courses.