International business negotiations

Reynolds, Nina; Simintiras, Antonis C.; Vlachou, Efi

doi:10.1108/02651330310477585

Cited by 36 publications

(4 citation statements)

References 100 publications

(143 reference statements)

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“…3.1 Phase 1: Literature analysis and system driver identification To provide a broad overview of different future developments for negotiations, we conducted a negotiation literature analysis. We thereby included macroeconomic variables, such as technology and markets, as well as important variables within negotiations, such as specific company regulations and the negotiators themselves (Agndal et al, 2017;Deloitte, 2017;EY, 2016;Reynolds et al, 2003;Tinsley and Weiss, 1999). Because our literature analysis revealed over 150 possible drivers characterizing and influencing the entire system of negotiations, we decided to further structure the drivers into the following three main areas to describe buyer-seller negotiations: the general environment, the company specific environment and the negotiation environment.…”

Section: Scenario Analysis Results Of Buyer-seller Negotiationsmentioning

confidence: 99%

Time for change? Scenario analysis on buyer–seller negotiations

Haggenmüller

Oehlschläger

Herbst

et al. 2022

JBIM

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Purpose This study aims to provide probable future developments in the form of holistic scenarios for business negotiations. In recent years, negotiation research did not put a lot of emphasis on external changes. Consequently, current challenges and trends are scarcely integrated, making it difficult to support negotiation practice perspectively. Design/methodology/approach This paper applies the structured, multi-method approach of scenario analysis. To examine the future space of negotiations, this combines qualitative and quantitative measures to base our analysis on negotiation experts’ assessments, estimations and visions of the negotiation future. Findings The results comprise an overview of five negotiation scenarios in the year 2030 and of their individual drivers. The five revealed scenarios are: digital intelligence, business as usual, powerful network – the route to collaboration, powerful network – the route to predominance and system crash. Originality/value The scenario analysis is a suitable approach that enables to relate various factors of the negotiation environment to negotiations themselves and allows an examination of future changes in buyer–seller negotiations and the creation of possible future scenarios. The identified scenarios provide an orientation for business decisions in the field of negotiation.

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Section: Scenario Analysis Results Of Buyer-seller Negotiationsmentioning

confidence: 99%

Time for change? Scenario analysis on buyer–seller negotiations

Haggenmüller

Oehlschläger

Herbst

et al. 2022

JBIM

View full text Add to dashboard Cite

show abstract

“…A multi-step approach to identify articles of high scientific value was conducted as summarised in Figure 1 based on the procedures of Glock and Hochrein [9] and Reynolds et al [10]. The process consists of eight steps.…”

Section: Methodology For Systematic Literature Reviewmentioning

confidence: 99%

A Systematic Review on Predicting and Forecasting the Electrical Energy Consumption in the Manufacturing Industry

Walther

Weigold

2021

Energies

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In the context of the European Green Deal, the manufacturing industry faces environmental challenges due to its high demand for electrical energy. Thus, measures for improving the energy efficiency or flexibility are applied to address this problem in the manufacturing industry. In order to quantify energy efficiency or flexibility potentials, it is often necessary to predict or forecast the energy consumption. This paper presents a systematic review of state-of-the-art of existing approaches to predict or forecast the energy consumption in the manufacturing industry. Seventy-two articles are classified according to the defined categories System Boundary, Modelling Technique, Modelling Focus, Modelling Horizon, Modelling Perspective, Modelling Purpose and Model Output. Based on the reviewed articles future research activities are derived.

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“…It is expected that this work leads towards explanation of the role of interdependent self-construal, cooperative communication and interaction goals in collectivistic culture to address the relation of exposure of the cross-cultural communication which may be studied further to determine the empirical findings about the other dynamics of cross-cultural communication in international business negotiations. According to [12] international negotiators require additional skills and cultural competence compared to those who are involved in domestic business negotiations. When there is frequent communication between two parties, both parties already adjust to each other communication styles [7].…”

Section: Limitations and Suggestionsmentioning

confidence: 99%

Communicating in Collectivistic Culture: Relationship between Interdependent Self-Construal and Cooperative Communication in Cross-Cultural Communication Model

Hoo

2017

SHS Web Conf.

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Abstract. This concept paper proposes that when companies have expanded their business and operation throughout the Asian countries, the success or failure of a company abroad depends on how effectively its business negotiators can apply their cross-cultural communication skills in a new cultural environment. At the forefront of this change is interdependent self-construal, which stands as communication medium on interaction goals (international business negotiation outcome) in collectivistic culture. The international trade may bring about a lot in terms of cross-cultural communication and international business negotiation, but adopting cooperative communication in the international business negotiations will create more integrative agreements between the international business negotiators. Many scholars believe that if both parties have similarities in communication styles, it will lead to positive interaction (cooperative communication) that contributes to cooperation and influences the interaction goals (negotiation outcome). This paper offers critical insight into the theoretical link between interdependent selfconstrual and interaction goals. The proposed cross-cultural communication model uses interdependent self-construal and cooperative communication to understand when collectivistic business negotiators develop relationships that promotes positive interaction goals (negotiation outcome).

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International business negotiations

Cited by 36 publications

References 100 publications

Time for change? Scenario analysis on buyer–seller negotiations

Time for change? Scenario analysis on buyer–seller negotiations

A Systematic Review on Predicting and Forecasting the Electrical Energy Consumption in the Manufacturing Industry

Communicating in Collectivistic Culture: Relationship between Interdependent Self-Construal and Cooperative Communication in Cross-Cultural Communication Model

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