A Comparison of China and Malaysia in International Business Negotiation

Soo Hoo Pin Lick

Abstract


The real negotiation world particularly cross-cultural negotiation is very challenging and competitive compared to domestic negotiation as each party needs to have cultural intelligence when it comes to international business environment. As many companies are going global, seeking international growth as an importer-exporter, international business negotiation skills are very much needed. The participants in this study were Chinese and Malaysian business negotiators involved in China-Malaysia business. One hundred questionaires were conducted by sending emails or through WeChat to the participants who are based in China. In fact, China’s One Belt One Road’s plan has created plenty of opportunities for Malaysia to collaborate with Chinese government officials and business leaders in different areas. Based on our analysis, we found that between the two groups of Chinese and Malaysian business negotiators, interdependent self-contrual mediated the relation between cultural norms and interaction goals.


Keywords


International Business Negotiation, Cultural Norms, Interdependent Self-construal, Interaction Goals

Full Text:

PDF

References


Agrawal, N., & Maheswaran, D. (2005). The effects of self-contrual and commitment on persuasion. Journal of Consumer Research, 31, 841–849.

Bertsch, A. (2012). Validating GLOBE’s societal values scales: A test in the U.S.A. International Journal of Business and Social Science, 3(8), 10–23.

Brewer, P., & Venaik, S. (2011). Individualism-collectivistism Hosftede and GLOBE. Journal of International Business Studies, 42(33), 436–445.

Bulow, A., & Kumar, R. (2011). Culture and Negotiation. International Negotiation. International Negotiation, 16(3), 349–359.

Carrell, M., & Heavrin, C. (2008). Negotiating essentials: theory, skills, and practices. Upper Saddle River, NJ: Pearson/Prentice Hall.

Hendon, D., Hendon, R., & Herbig, P. (1998). Cross-cultural business negotiation. America: Greenwood Publishing Group, Inc.

House, J. M. et al. (2002). Leadership and cultures around the world: Findings from GLOBE: An introduction to the special issue. Journal of World Business, 37, 1– 2.

Hurn, B. (2007). The influence of culture on International business negotiations. Industrial and Commercial Training, 39(7), 354 – 360.

Jiang, J. (2013). Business negotiation culture in China: A game theoretic approach. International Business Research, 6, 109–116.

Ke, G. (2011). Cultural difference effects on busines holding up Sino-US. Business negotiation as a model. Cross-Cultural Communication, 7(2), 101–104.

Kumar, R., & Worm, V. (2003). Social capital and the dynamics of business negotiations between the northern Europeans and the Chinese. International Marketing Review, 20, 262–285.

Lewicki, R., Barry, B., & Sauders, D. (2010). Negotiation (6th ed.). New York: McGraw-Hill Irwin.

Liu, M., & Wilson, S. R. (2011). The effects of interaction goals on negotiation tactics and outcomes: A dyad-level analysis across two cultures. Communication Research, 38, 248–277.

Markus, H. R., & Kitayama, S. (2010). Culture and the self: Implications for cognition, emotion, and motivation. Psychological Review, 224–253.

Oetzel, J., Ting-Toomey, S., Masumoto, T., Yokochi, Y., Pan, X., Takai, J., & Wilcox, R. (2001). Face and facework in conflict: A cross-cultural comparison of China, Germany, Japan, and the United States. Communication Monographs, 68(3), 235–258.

Okoro, E. (2012). Cross-Cultural Etiquette and Communication in Global Business: Toward a Strategic Framework for Managing Corporate Expansion. International Journal of Business and Management, 7(16), 129–158.

Sankar, A. N. (2010). Navigating the rough seas of global business negotiation: Reflection on cross-cultural issues and some corporate experiences. International Journal of Business Insights and Transformation, 3(2), 3–24.

Shi, X., & Wang, J. (2011). Cultural distance between China and US Across GLOBE Model and Hofstede Model. International Business and Management, 2(1), 11–17.

Tjosvold, D., Johnson, W., & Johnson, R. (1984). Influence strategy, perspective taking, and relationships between high and low power individuals in cooperative and competitive contexts. JRL, 116, 187–202.

Tu, Y. T. (2012). A comparison on business negotiation styles with education. Information Management and Business Review, 4(6), 317–331.

Wilson, S., & Putnam, L. L. (1990). Interaction Goals in Negotiation. In J. Anderson (Ed.), Communication Yearbook 13 (pp. 374–406). Newbury Park, CA: SAGE Publications.

Zhao, J. (2000). The Chinese approach to international business negotiation. The Journal of Business Communication, 37(3), 209-237.




DOI: http://dx.doi.org/10.26623/themessenger.v11i1A.823

Refbacks

  • There are currently no refbacks.


Copyright (c) 2019 Jurnal The Messenger

View My Stats Jurnal The Messenger is an International Scientific Journal, Published by the Department of Communication, FTIK, Universitas Semarang (Central Java, Indonesia). It is licensed under a Creative Commons Attribution 4.0 International License.