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

Artykuł - szczegóły

Tytuł artykułu

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

Autorzy

Peleckis K.

Treść / Zawartość

Pełne teksty:

Pobierz

Identyfikatory

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

Bibliografia

1. Alajoutsijärvi K., Möller K., Tähtinen J. (2000), Beautiful exit: how to leave your business partner, European Journal of Marketing 34 (11/12), pp. 1270-1289
2. Alderson W., Martin M. W. (1965), Toward a Formal Theory of Transactions and Transvections, Journal of Marketing Research 2, pp.117-127
3. Alexander J., Schul P., Babakus E. (1991), Analyzing interpersonal communications in industrial marketing negotiations, Journal of the Academy of Marketing Science 19 (2), pp. 129-139
4. Amanuel G., Tekleab N., Quigley R. (2014), Team deep-level diversity, relationship conflict, and team members' affective reactions: A cross-level investigation, Journal of Business Research 67 (3), pp. 394-402
5. Barough A. S., Shoubi M. V., Skardi M. J. E. (2012), Application of Game Theory Approach in Solving the Construction Project Conflicts, Procedia - Social and Behavioral Sciences 58, pp. 1586-1593
6. Baxter L. A. (1985), Accomplishing relationship disengagement, in: Duck S., Perlman D. (eds.), Understanding Personal Relationships, An Interdisciplinary Approach, Sage, London, pp. 243-265
7. Bharat A. J., Solomon J. S. (2000), The effect of task complexity and conflict handling styles on computer-supported negotiations, Information & Management 37 (4), pp. 161-168
8. Blake R., Mouton J. S. (1964), The managerial grid, Houston, Gulf
9. Brett J. M. (2001), Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions across Cultural Boundaries, San Francisco, Jossey-Bass
10. Brodt S. E. (1994), Inside Information and Negotiator Decision Behavior, in: Organizational Behavior and Human Processes 58 (2), pp. 172-202
11. Buckley P., Casson M. (1988), The theory of cooperation in international business, in: Contractor F. J., Lorange P. (eds.), Cooperative Strategies in International Business, Lexington Books, Toronto, pp. 31-34
12. Butler J. K. (1999), Trust Expectations, Information Sharing, Climate of Trust, and Negotiation Effectiveness and Efficiency, Group Organization Management 24, pp. 217-238
13. Chambers J. R., De Dreu C. K. W. (2014), Egocentrism drives misunderstanding in conflict and negotiation, Journal of Experimental Social Psychology 51, pp. 15-26
14. Christopher H., Maria P., Syed R. (2005), Cross-Cultural Communication and Negotiation, MANA
15. Churchill G. A., Ford N. M., Hartley S. W., Walker O. C. (1985), The Determinants of Salesperson Performance: A Meta-Analysis, Journal of Marketing Research 22 (2), pp. 103-118
16. Clopton S. W. (1984), Seller and Buying Firm Factors Affecting Industrial Buyers' Negotiation Behavior and Outcomes, Journal of Marketing Research 21 (1), pp. 39-53
17. Côté S., Hideg I., van Kleef G. A. (2013), The consequences of faking anger in negotiations, Journal of Experimental Social Psychology 49 (3), pp. 453-463
18. Cross J. G. (1969), The Economics of Bargaining, New York, London
19. Dawes P. L., Lee D. Y. (1997), Communication Intensity in Large-Scale Organizational High Technology Purchasing Decisions, Journal of Business To Business Marketing 3 (3), pp. 3-38
20. Dee M. (2011), Evaluating European Union leadership in multilateral negotiations: A framework for analysis. European Union Studies Association (EUSA) Biennial Conference, University of Glasgow
21. Drucker P. F. (1974), Management: Tasks, Responsibilities, Practices, New York
22. Eddie C. M., Hui H. B. (2013), The logic behind conflicts in land acquisitions in contemporary China, A framework based upon game theory, Land Use Policy 30 (1), pp. 373-380
23. Freeman S., Vaaland T., Browne E. (2002), National culture and its influence on dissolution communication strategies in Western versus Asian business relationships, Culture and Collaboration in Distribution Networks, The Inaugural Meeting of the IMP Group in Asia, Curtin University, Perth, Western Australia, pp. 1-21
24. Gregory M., Vecchi V. B., Van Hasselt S. J. R. (2005), Crisis (hostage) negotiation: current strategies and issues in high-risk conflict resolution, Aggression and Violent Behavior 10 (5), pp. 533-551
25. Hakansson H., Wootz B. (1975), Risk Reduction and the Industrial Purchaser, European Journal of Marketing 9 (1), pp. 35-51
26. Herbst U., Voeth M. (2008), Analysis of economic and non-economic negotiation preferences, in: Proceedings of the IMP Group Conference 2008, Uppsala, Sweden
27. Holmlund M. (1997), Perceived Quality in Business Relationships, Doctoral Dissertation, Publications of the Swedish School of Economics and Business Administration 66, Helsinki
28. Hossain S. M. M. (2012), Selecting Negotiation Strategies for Meeting Scheduling Using a Model Based Approach, Procedia Computer Science 10, pp. 1217-1220
29. Imai L., Gelfand M. J. (2010), The culturally intelligent negotiator: The impact of cultural intelligence (CQ) on negotiation sequences and outcomes, Organizational Behavior and Human Decision Processes 112 (2), pp. 83-98
30. Järvelin A. M. (2001), Evaluation of Relationship Quality in Business Relationships, Doctoral Disseration, Acta Universitatis Tamperensis 794, Tampere and Acta Electronica Universitatis Tamperensis 84
31. Kampf R. (2014), Are two better than one? Playing singly, playing in dyads in a computerized simulation of the Israeli–Palestinian conflict, Computers in Human Behavior
32, pp. 9-14 32. King T. (2014), US ambassador invites dialogue on TTIP, European Voice, http://www.europeanvoice.com/GED/00030000/37600/37655.pdf [04.04.2014]
33. Knobloch L. K., Solomon D. H. (2002), Information Seeking Beyond Initial Interaction. Negotiating Relational Uncertainty Within Close Relationships, Human Communication Research 28 (2), pp. 243-257
34. Koeszegi S. T. (2004), Trust-building strategies in inter-organizational negotiations, Journal of Managerial Psychology 19 (6), pp. 640-660
35. Kremenyuk V. A. (1988), Formirovanie systemy mezhdunarodnogo obshcheniya, Diplomaticheskiy vestnik, in: Peresypkin O.G. (ed.), Mezhdunarodnye otnosheniya, Moskva
36. Lakis J. (2011), Education in Conflict Resolution as an Element of Organizational Management, Economy and Management 2, pp. 105-117
37. Lakis J. (2012), Conflicts and cooperation in the shifting social environment (The case of Lithuania), Management, knowledge and learning – International Conference 2012, pp. 617-626
38. Larson D. A., Seyman V. (2010), Teaching Negotiation to a Globally Diverse Audience: Ethics, Morality, and Cultural Differences, Selected Works
39. Lee Ch. S. (2012), Multi-objective game-theory models for conflict analysis in reservoir watershed management, Chemosphere 87 (6), pp. 608-613
40. Lewicki R. J., Litterer J. A. (1985), Negotiation, Homewood
41. Lincke A. M. T. (2003), Electronic Business Negotiation: Some experimental studies on the interaction between medium, innovation context and culture, Universiteit van Tilburg (UvT), Dissertasios thesis
42. Liu W., Friedman R., Hong Y. Y. (2012), Culture and accountability in negotiation: Recognizing the importance of in-group relations, Organizational Behavior and Human Decision Processes 117, pp. 221-234
43. Luo Y., Shenkarb O. (2002), An empirical inquiry of negotiation effects in cross-cultural joint ventures, Journal of International Management 8, pp. 141-162
44. Mittilä T. (2000), Relations Trine. An Analysis of Industrial Business Relations, Doctoral Disseration, Acta Universitatis Tamperensis 768, Tampere and Acta Electronica Universitatis Tamperensis 60
45. Mittilä T., Järvelin A. M. (2001), Expectation management in business relations: strategies and tactics. 17th IMP-conference, Oslo, Norway
46. Murnighan J. K., Babcock L., Thomspon L. L., Pillutla M. (1999), The Information Dilemma in Negotiations: Effects of Experience, Incentives and Integrative Potential, International Journal of Conflict Management 10 (4), pp. 313-339
47. Neal M. A., Northcraft G. B. (1991), Behavioral negotiation theory: a framework for conceptualizing dyadic bargaining, in: Cummings L. L., Staw B. M. (Eds.)
48. Neely A., Gregory M., Platts K. (1995), Performance Measurement System Design, International Journal of Operation & Production Management 15, pp. 80-116
49. Ojasalo J. (1999), Quality Dynamics in Professional Services, Doctoral Dissertation. Publications of the Swedish School of Economics and Business Administration 76, Helsinki
50. Oliver R. L., Balakrishnan P. V., Barry B. (1994), Outcome Satisfaction in Negotiation: A Test of Expectancy Disconfirmation, Organizational Behavior and Human Decision Processes 60 (2), pp. 252-275
51. Paula V., Vanclay P. F. (2014), How social impact assessment can contribute to conflict management, Environmental Impact Assessment Review 45, pp. 30-37
52. Pitta A. D., Fung H. G., Isberg S. (1999), Ethical issues across cultures: managing the differing perspectives of China and the USA, Journal of consumer marketing 16 (3), pp. 240-256
53. Prnewswire (2014), EU-U.S. Trade Negotiators Explore Ways to Help SMEs Take Advantage of TTIP, as Fourth Round of Talks Ends in Brussels, http://www.prnew-swire.com/news-releases/eu-us-trade-negotiators-explore-ways-to-help-smes-take-adva ntage-of-ttip-as-fourth-round-of-talks-ends-in-brussels-250354841.html [04.04.2014]
54. Purdy J. M., Nye P., Balakrishnan P. V. (2000), The Impact of Communication Media on Negotiation Outcomes, The International Journal of Conflict Management 11 (2), pp. 162-187
55. Putnam L. L., Roloff M. E. (1992), Communication and Negotiation, Newbury Park
56. Račelytė D. (2009), Konfliktų studijų pagrindai: vadovėlis, Mykolo Romerio universiteto Leidybos centras, Vilnius
57. Rahim M. A. (1992), Managing conflict in organizations, New York, Praeger
58. Raiffa H. (1982), The Art and Science of Negotiation, Cambridge
59. Ribbink D., Grimm C. M. (2014), The impact of cultural differences on buyer-supplier negotiations: An experimental study, Journal of Operations Management
60. Robbins S. P. (2003), Essentials qį Organizutional Behavior, Prentice Hali
61. Schoop M., Köhne F., Ostertag K. (2008), Communication Quality in Business Negotiations, in: Group Decision and Negotiation
62. Schwarz S., Voeth M., Herbst U. (2010), Information asymmetry in buyer-seller negotiations and its impact on effectiveness, efficiency and satisfaction, 26th IMP-conference, Budapest, Hungary
63. Sharland A. (2001), The Negotiation Process as a Predictor of Relationship Outcomes, in International Buyer-Supplier Arrangements, Industrial Marketing Management 30 (7), pp. 551-559
64. Smith A. C., Houser D., Leeson P. T., Ostad R. (2014), The costs of conflict, Journal of Economic Behavior & Organization 97, pp. 61-71
65. Smith J. B., Barclay D. W. (1993), Team Selling Effectiveness, Journal of Business To Business Marketing 1 (2), pp. 3-32
66. Stigler G. (1961), The Economics of Information, Journal of Political Economy 69, pp. 213-225
67. Suvanto S. (2000), Negotiating International Business Transactions – A Scandinavian Approach
68. Thomas K. W. (1992), Conflict and negotiation processes in organizations, in: Dunette M. (ed.), Handbook of industrial and organizational psychology, Palo Alto, Consulting Psychologists Press, pp. 651-717
69. Thompson L. L. (1990), The influence of experience on negotiation performance, Journal of Experimental Social Psychology 26
70. Thompson L. L. (1991), Information Exchange in Negotiation, Journal of Social Psychology 27 (2), pp. 161-179
71. Thompson L. L. (1995), The Impact of Minimum Goals and Aspirations on Judgments of Success in Negotiations, Group Decision and Negotiation 4 (6), pp. 513-524
72. Thompson L. L. (2008), The truth about Negotiations, Edinburgh Gate
73. Thompson L. L., Hastie R. (1990), Social Perception in Negotiation, Organizational Behaviour and Human Decision Processes 47 (1), pp. 98-123
74. Van Aswegen A. H. (1983), Interkulturele kommunikasie: ‘n literatuuroorsig. Pretoria, RGN, Kantoorverslag
75. Voeth M., Gawantka A., Herbst U. (2006), The Analysis of Negotiation Satisfaction, Proceedings of the European Marketing Academy Conference (EMAC 2006), Athens, Greece
76. Vogel T. (2014), Cyprus reunification talks gather momentum. European Voice, http://www.europeanvoice.com/article/2014/march/reunification-talks-gather-momen-tum/80003.aspx [04.04.2014]
77. Weitz B. A. (1981), Effectiveness in Sales Interactions: A Contingency Framework, Journal of Marketing 15, pp. 501-516
78. Wilken R., Jacob F., Prime N. (2013), The ambiguous role of cultural moderators in intercultural business negotiations, International Business Review 22 (4), pp. 736-753
79. Williams G. R. (1993), Style and Effectiveness in Negotiation, in: Hall L. (ed.), Negotiation, Strategies for Mutual Gain, Newbury Park, pp. 151-173
80. Yan-chao Y., Lin-fu S., Cheng G. (2008), A policy of conflict negotiation based on fuzzy matter element particle swarm optimization in distributed collaborative creative design, Computer-Aided Design 40 (10-11), pp. 1009-1014
81. Zuleta H., Villaveces M. J., Andonova V. (2013), Conflict and negotiation in Colombia: Are predonations useful? The Journal of Socio-Economics 47, pp. 105-117

Typ dokumentu

Bibliografia

Identyfikator YADDA

bwmeta1.element.baztech-24e72cb0-673d-4b44-9878-3dc975aadaaa