From Diverse Perspectives to Unified Agreements: Intercultural Negotiation Dynamics in the Digital Age

IF 1.4 Q2 COMMUNICATION

Business and Professional Communication Quarterly Pub Date : 2024-05-30 DOI:10.1177/23294906241253516

Renata Čuhlová, Jaroslav Demel

引用次数: 0

Abstract

This article aims to investigate the role of cultural differences within the current international business environment affected by technological advances, concentrating on the negotiation procedure and its outcome. The conclusion is based on the analysis of email interviews between top negotiators from the Czech Republic with long-term professional experience worldwide. The authors suggest considering a salesperson culture as a dynamic framework of top-down–bottom-up processes across cultural levels. Research indicates that, despite a reduction in costs thanks to the migration of negotiation meetings to online platforms, negotiators still prefer face-to-face meetings as the primary mode when managing intercultural nuances.

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从多元视角到统一协议：数字时代的跨文化谈判动态

本文旨在研究文化差异在当前受技术进步影响的国际商业环境中的作用，重点是谈判程序及其结果。结论是基于对具有全球长期专业经验的捷克共和国顶级谈判专家之间的电子邮件访谈分析得出的。作者建议将销售人员文化视为跨文化层次的自上而下-自下而上过程的动态框架。研究表明，尽管将谈判会议迁移到在线平台降低了成本，但谈判人员在处理跨文化细微差别时，仍倾向于将面对面的会议作为主要模式。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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来源期刊

Business and Professional Communication Quarterly COMMUNICATION-

CiteScore

2.40

自引率

38.50%

发文量

期刊介绍： Business and Professional Communication Quarterly is the only refereed journal devoted to research that advances the teaching of communication in the workplace. The journal aims to present the many interdisciplinary, international, and organizational perspectives that characterize the field and specifically to publish research that advances knowledge about business and professional communication pedagogy and praxis in both academic and workplace settings, including technical and scientific communication, rhetoric, program design and assessment, the impact of technology, sustainability, global and multicultural issues, nonprofit communication, and best practices. As an interdisciplinary journal, BPCQ welcomes manuscripts that address a variety of theoretical, applied, and practical approaches and topics in the teaching and praxis of business, corporate, organizational, professional, or technical communication, including qualitative and quantitative research on classroom teaching or assessment, case studies of specific classroom techniques, reports on strategies for program development, innovative assignments or methodologies, and reviews of scholarship relevant to business and professional communication pedagogy. BPCQ especially welcomes manuscripts that address the principles of SoTL (scholarship of teaching and learning). BPCQ also publishes articles on a particular theme, for which a call may be announced on the ABC website: http://www.businesscommunication.org. Information on submitting book reviews can be found at http://www.montclair.edu/cwe/bcq