Intercultural Interactions in Business and Management

Abstract

Studies using the term "intercultural communication" can be divided into two main groups. Some can mainly focus on face-to-face encounters between individuals from different backgrounds, while others pay special attention to the "underlying communicative style differences in interethnic communication" (Connor, 2008: 309-310). The book Intercultural Interactions in Business and Management shows examples of both groups of studies within a very particular background, as it is the business world.

Principles of Effective Communication and Persuasion in Business Negotiations

“…Negotiator in alive bargaining process demonstrates himself, his appearance, mind, manners, emotions, ethics, etiquette knowledge, characteristics of voice, gestures, movements, facial expressions, reactions and their other communication options (Linke, Zerfass 2011;Mason, M., Mason, R. D. 2012;Miles 2013). The use of rhetorical tools in bargaining process, the success of staying in contact with the other half of the negotiations is an important factor for effective negotiations (Mulken et al 2010;Salvi, Tanaka 2011;Schoop et al 2010;Shen et al 2015;Sparks et al 2013). If classical rhetoric focused attention on how to convince the other part, in modern rhetoric, focus is focused more to dialogue, to interaction between speakers, and harmonization of relations (Du et al 2010;Dubov 2015;Stanko, Dawson 2016;Toth 2013;Xie et al 2015;Turner 2007;Wyer, Shrum 2015).…”