Conflicts and their prevention in intercultural communication of business negotiations: the exchange of information and management of expectations

Peleckis, K.

doi:10.12846/j.em.2014.02.11

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Tytuł artykułu

Conflicts and their prevention in intercultural communication of business negotiations: the exchange of information and management of expectations

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Peleckis K.

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DOI

10.12846/j.em.2014.02.11

Warianty tytułu

Zapobieganie konfliktom w negocjacji biznesowej i międzykulturowej komunikacji: wymiana informacji i zarządzanie oczekiwaniami

Języki publikacji

Abstrakty

Conflict analysis and their management showed that during the past decades its scientific understanding changed from the social sciences to interdisciplinary management fields. Conflicts are examined and defined in their own way by management, psychology, politics, law, economics and other sciences. Solutions of conflicts are an integral part of business negotiations – in negotiations are solved various inconsistencies, conflicts of both negotiating parties. Conflict resolution techniques can change in dependence on the culture of the country. In negotiations with the representatives of other countries is necessary to know the dominating conflict management styles in the relevant country and how it is possible to adjust own behavior. A significant number of modern business negotiations are international, so it is proposal to use mediator in negotiations of another culture who is an individual having the same cultural experience as business partners. In process of preparation for negotiations with other country is necessary to take into account the characteristics of relationships prevailing in that country. This paper reviews the process of conflicts in negotiations and their prevention in the interaction of different cultures. Also this paper analyzes the impact of exchange of information and management of expectations for the prevention of conflicts in the negotiations. In order to manage the expectations of the other side of the negotiations is necessary to find out in the preparation phase the values of partner, and try to manage information in negotiations, understanding the values and the context of the other side of negotiations, in order to form useful for us expectations from the other side, which would help to avoid further conflicts in the negotiating process.

Liczba badań i publikacji naukowych poświęconych zarządzaniu konfliktami znacznie zwiększyła się w ciągu kilkudziesięciu lat. Cechuje się ono interdyscyplinarnym podejściem i konsoliduje wysiłki naukowców z zakresu zarządzania, psychologii, prawa, polityki, ekonomii i innych nauk. Techniki rozwiązywania konfliktów, w tam negocjacje, są uzależnione od kultury otoczenia, w którym mają miejsce. W toku przygotowania do międzynarodowych negocjacji ważne jest więc uwzględnienie kulturowych różnic negocjatorów. Niniejszy artykuł jest poświęcony problematyce zapobiegania konfliktom w procesie negocjacji partnerów należących do różnych kultur. Omówiono w nim problem wymiany informacji i pokierowania oczekiwaniami negocjatorów w ich wzajemnym dochodzeniu do porozumienia. Wobec nieporozumień lub konfliktów, już na etapie przygotowania do negocjacji należy uważnie ustosunkować się do kulturowych wartości partnera, a w toku negocjacji pomóc mu sprecyzować swoje oczekiwania w odpowiednim kierunku.

Słowa kluczowe

business negotiations conflict conflict prevention information exchange management of expectations cross-cultural communication

negocjacje biznesowe konflikt zapobieganie konfliktom zarządzanie wymianą informacji komunikacja międzykulturowa

Wydawca

Oficyna Wydawnicza Politechniki Białostockiej

Czasopismo

Ekonomia i Zarządzanie

Rocznik

2014

Tom

Vol. 6, no. 2

Strony

133--156

Opis fizyczny

Bibliogr. 81 poz.

Twórcy

autor

Peleckis K.

k.peleckis@vgtu.lt

Vilniaus Gedimino Technikos Universitetas, Vilnius, Lietuva

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