Dimensions of Success in International Business Negotiations
A Comparative Study of Thai and International Business Negotiators
Bibliographic Data
| ID | 12634178 |
|---|---|
| Authors | Haruthai Numprasertchai (Kasetsart University, corresponding author), Haruthai Putrasreni Numprasertchai, Fredric William Swierczek (Asian Institute of Technology) |
| Year | 2006 |
| Volume | 6 |
| Issue | 1 |
| Pages | 1-16 |
| Publication date | 2006-03-15 |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Journal of Intercultural Communication (JOURNAL) |
| Journal identifiers | ISSN: 1404-1634 • E-ISSN: 1404-1634 |
| Publisher | International Collaboration for Research and Publications (PUBLISHER) |
| DOI | 10.36923/jicc.v6i1.419 |
| OpenAlex | W4385950834 |
| Language | EN |
| Citations received | 2 |
| References cited | 11 |
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 questionnaire focusing on positive retrospective negotiation experiences was developed and sent to executives working in Thailand. The results indicate that the important outcomes for successful cross-cultural negotiators are future-oriented prospects and performance. An information focus and a relationship orientation are the dominant keys to success identified by both Thai and International negotiators. Tactics and protocol are much less emphasized in successful experiences. International business negotiators significantly emphasize a specific time orientation more than their Thai counterparts
Business · Cross-cultural · Economics · International business · Management · Negotiation · Political science · Process (computing · Public relations · Computer Science · Conflict Management and Negotiation · Family Business Performance and Succession · Global and Cross-Cultural Management · Psychology · Marketing
| Citations per year | 0.11 |
|---|---|
| Citation span | 2008 - 2019 (12) |
| Highly cited | No |