Cross-cultural negotiation strategies in international business : a case study of Shimizu Corporation on negotiation process and strategies
Mitu, Mst Umma Habiba (2024)
2024
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2024061523448
https://urn.fi/URN:NBN:fi:amk-2024061523448
Tiivistelmä
The core purpose of conducting this research is to explore the influence of cultural diversity on the process of negotiation in international businesses along with strategies for effective cross-cultural negotiation.
This research is conducted following the qualitative research approach and the quantitative method of data collection used is secondary. This data and information have been analyzed by performing a con-tent analysis in the research. In this analysis, specific themes were designed based on the objectives of the study. The findings of this research claim that cross-cultural negotiation is essential for a business to expand in the international market. There are four determinants of the cross-cultural negotiation process which are building relationships, exchanging the information that is related to the task, persuasion, and agreement. Completing these four phases of the cross-cultural negotiation process is crucial for international businesses to enter a new foreign market.
In a nutshell, international business should focus on enhancing the effectiveness of cross-cultural negotiation in order to be successful in the markets of other cultures. Therefore, it should implement strategies such as conducting market research, avoiding stereotypes, understanding cultural differences, and many others before negotiating with the counterparty.
This research is conducted following the qualitative research approach and the quantitative method of data collection used is secondary. This data and information have been analyzed by performing a con-tent analysis in the research. In this analysis, specific themes were designed based on the objectives of the study. The findings of this research claim that cross-cultural negotiation is essential for a business to expand in the international market. There are four determinants of the cross-cultural negotiation process which are building relationships, exchanging the information that is related to the task, persuasion, and agreement. Completing these four phases of the cross-cultural negotiation process is crucial for international businesses to enter a new foreign market.
In a nutshell, international business should focus on enhancing the effectiveness of cross-cultural negotiation in order to be successful in the markets of other cultures. Therefore, it should implement strategies such as conducting market research, avoiding stereotypes, understanding cultural differences, and many others before negotiating with the counterparty.