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Intercultural Negotiations
Jönköping University, Jönköping International Business School.ORCID iD: 0000-0003-2306-1124
2015 (English)In: 22nd NIC Nordic Intercultural Communication Conference, Jönköping, November 26-28, 2015., Jönköping: Jönköping University , 2015Conference paper, Abstract (Refereed)
Abstract [en]

Intercultural Negotiations

It is impossible to think about a world without negotiations, and in fact most of us negotiate several times a day. But does that imply that all of us are skilled negotiators? Probably not but negotiation skills can be trained and developed (e.g. Thompson, 2002).

Not all negotiations are hard but negotiations in business often entail complex situations that involve people at different levels, from different companies’ etc. making negotiations a complex activity (Raiffa, 2002). A further challenge is presented when the counterparts not only represent different companies but also different countries and cultures (Liu, Friedman, Barry, Gelfand, Zhang, 2012; Francis, 1991) which highlights the importance of intercultural negotiations which also is the title of the key-note. 

The keynote firstly address two major negotiation types namely, distributive negotiations and integrative negotiations (Raiffa, 2002) as well as explaining the BATNA concept (Fisher & Ury, 1981).

Secondly, some challenges in intercultural negotiations is presented and discussed (Francis, 1991; Liu et al, 2012; Thompson, 2012) as well as being analyzed using the two main negation types presented.

Place, publisher, year, edition, pages
Jönköping: Jönköping University , 2015.
Keyword [en]
intercultural negotiations
National Category
Business Administration
URN: urn:nbn:se:hj:diva-28390OAI: diva2:874479
Nordic Intercultural Communication Conference
Available from: 2015-11-27 Created: 2015-11-27 Last updated: 2015-12-01Bibliographically approved

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Larsson, Johan
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