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Macau Periodical Index (澳門期刊論文索引)
- Author
- Phillips, Virginia; Cone, Malcolm
- Title
- Intercultural negotiation: negotiator definitions set practice emphasis?
- Journal Name
- Euro Asia Journal of Management
- Pub. Info
- Dec. 2004, Vol.14, No.2, pp. 169-184
- Abstract
- Abstract : In a global business, a business executive's international and intercultural orientation and negotiation competency is a core proficiency. This study explores Western International Business Negotiators' (IBN) experiences of intercultural negotiation whilst seeking understanding of the activity as it is practiced. The IBN practitioners, based in Thailand, broadly operating in the banking and finance industry with Thai and international organisations, describe their engagement in negotiation. Two distinct views of intercultural negotiation are identified, one with an emphasis on culture and another with an emphasis on negotiation. Analysis of these views suggests implications for the selection, training and development of practitioners operating in the domains of industrial relations and human resource management in cross cultural or intercultural fields. This suggests a need for further research examining current distinctions made in to what is constitutive of negotiator definitions. In turn, these findings are also a catalyst suggesting the necessity for further research examining how skill competence and practice are the result of the enactment of these constituted negotiator definitions and prescriptive emphasis. Paragraph Headings: 1. Introduction 2. Negotiation practice and its definitions, the cultural context 3. Method: an experiential approach 4. Results: IBN's experiences of intercultural negotiation 4.1. Category A: intercultural negotiation as understanding and awareness (5) (Aiden, Byron, Cameron, Darryl, Evan) 4.2. Category B: intercultural negotiation as negotiation (2) (Farrell, Graeme) 5. Qualitative difference in construals foe each category for intercultural negotiation 6. Negotiation in Thailand/ Asia 6.1. Confrontation 6.2. Hierarchy 6.3. Practice 6.4. Face 6.5. Importance - how can you tell when something seems to be very important to them 7. Discussion 8. Levels of expert knowledge 9. Conclusion Figures: 1. A diagrammatic representation of a phenomenographic conception 2. Intercultural negotiation emphasis for category A and category B