Proceedings of the 41st Annual Hawaii International Conference on System Sciences (HICSS 2008) (2008)
Waikoloa, Big Island, Hawaii
Jan. 7, 2008 to Jan. 10, 2008
Ever s ince the boom in global e-business, and the resulting intensification of competition, cross-cultural e-negotiation has increased in popularity. Understanding how national cultures affect negotiation behaviour is becoming more and more critical for businesses. This research will explore how a negotiator's cultural background impacts its behaviour. There are four major findings: firstly, that Eastern and Western businesses have unique negotiation behaviours; secondly, that the negotiation behaviours of both Eastern and Western negotiators are impacted by their counterparts' cultural background; thirdly, that when Easterners negotiate with Westerners, there were more instances of task behaviour and persuasive behaviour, but fewer instances of procedural behaviour and private communication; and finally, that when Westerner negotiates with Easterner, there are more instances of task behaviour but fewer of private communication. In spite of the similarities, however, Western negotiators have more consistent negotiation behaviour than do their Eastern equivalents, regardless of cultural differences between the dyadic negotiators. The following research uses the content analysis method, which is more thorough than the questionnaire in terms of qualitative criteria. The total set of thought units can be analyzed from further viewpoints in the future.
J. Lin, W. Lin and H. Lai, "What Happened to Cross-Cultural Dyadic E-Negotiation?," Proceedings of the 41st Annual Hawaii International Conference on System Sciences (HICSS 2008)(HICSS), Waikoloa, Big Island, Hawaii, 2008, pp. 54.