Language Art in Business Negotiations of Transnational Trade

Research Article
Open access

Language Art in Business Negotiations of Transnational Trade

Dongyue Liu 1*
  • 1 Xiamen University of Technology    
  • *corresponding author 2010117122@s.xmut.edu.cn
Published on 10 November 2023 | https://doi.org/10.54254/2754-1169/31/20231534
AEMPS Vol.31
ISSN (Print): 2754-1177
ISSN (Online): 2754-1169
ISBN (Print): 978-1-83558-083-7
ISBN (Online): 978-1-83558-084-4

Abstract

Trade activities between countries have become the main way of economic activities, and it is inevitable to conduct business negotiations when conducting trade activities. People usually only pay attention to the negotiation skills, but do not pay too much attention to the expression of language. However, language, tone and behavior will affect the negotiations and produce different negotiation results. Therefore, this paper studies the relationship between language expression and the outcome of transnational business negotiations by collecting real cases about the influence of language arts on the outcome of negotiations and making a specific analysis of the cases. Studies have found that cultural differences between different countries will produce different behaviors in business negotiations, the tone of the negotiation will also affect the outcome of the negotiation, and whether to listen carefully will also make the negotiating parties have different psychological feelings, and ultimately affect the success of the negotiation. Therefore, language arts play a very important role in cross-border trade and business negotiations.

Keywords:

language art, business negotiations, cultural differences

Liu,D. (2023). Language Art in Business Negotiations of Transnational Trade. Advances in Economics, Management and Political Sciences,31,175-180.
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References

[1]. Fikre, B.: The Art and Science of Negotiation (2022).

[2]. FolklSzkudlarek, B., Osland, J. S., Nardon, L., Zander, L. Communication and culture in international business–Moving the field forward. Journal of World Business 55(6), 129-162(2020).

[3]. Hofstede, G.: Cultural predictors of national negotiation styles. In Processes of international negotiations. Routledge, 193-201 (2019).

[4]. Parvaneh, A., Akbari,V.: Negotiation Processes: Tactics of Preparing a Successful Negotiation. International journal of Innovation in Marketing Elements 2(1), 51-58(2022).

[5]. Panarina, E.: Negotiating with Managers from Russia. The Palgrave Handbook of Cross-Cultural Business Negotiation, 383-400 (2019).

[6]. Richardson,C., Rammal, H.G.: Religious belief and international business negotiations: Does faith influence negotiator behaviour?. International Business Review 27(2), 401-409 (2018).

[7]. Malaviarachchi, T.: Cultural Sensitivities in International Business Relationship Management and Negotiations: Comprehensive Literature Review (2021).

[8]. Caputo, A., Ayoko, OB., Amoo, N., Menke, C.: The relationship between cultural values, cultural intelligence and negotiation styles. Journal of Business Research, 99, 23-36 (2019).

[9]. Xu, G., Chen,Y., Xu, L.: Western Etiquette. Introduction to Western Culture: Cultural History, Religion, Politics (2018).

[10]. Mwagike, L.R., Changalima, I.A.: Procurement professionals' perceptions of skills and attributes of procurement negotiators: a cross-sectional survey in Tanzania. International Journal of Public Sector Management, 35(1), 94-109 (2022).

Cite this article

Liu,D. (2023). Language Art in Business Negotiations of Transnational Trade. Advances in Economics, Management and Political Sciences,31,175-180.

Data availability

The datasets used and/or analyzed during the current study will be available from the authors upon reasonable request.

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About volume

Volume title: Proceedings of the 7th International Conference on Economic Management and Green Development

ISBN：978-1-83558-083-7(Print) / 978-1-83558-084-4(Online)
Editor：Canh Thien Dang
Conference website: https://www.icemgd.org/
Conference date: 6 August 2023
Series: Advances in Economics, Management and Political Sciences
Volume number: Vol.31
ISSN：2754-1169(Print) / 2754-1177(Online)

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References

[1]. Fikre, B.: The Art and Science of Negotiation (2022).

[2]. FolklSzkudlarek, B., Osland, J. S., Nardon, L., Zander, L. Communication and culture in international business–Moving the field forward. Journal of World Business 55(6), 129-162(2020).

[3]. Hofstede, G.: Cultural predictors of national negotiation styles. In Processes of international negotiations. Routledge, 193-201 (2019).

[4]. Parvaneh, A., Akbari,V.: Negotiation Processes: Tactics of Preparing a Successful Negotiation. International journal of Innovation in Marketing Elements 2(1), 51-58(2022).

[5]. Panarina, E.: Negotiating with Managers from Russia. The Palgrave Handbook of Cross-Cultural Business Negotiation, 383-400 (2019).

[6]. Richardson,C., Rammal, H.G.: Religious belief and international business negotiations: Does faith influence negotiator behaviour?. International Business Review 27(2), 401-409 (2018).

[7]. Malaviarachchi, T.: Cultural Sensitivities in International Business Relationship Management and Negotiations: Comprehensive Literature Review (2021).

[8]. Caputo, A., Ayoko, OB., Amoo, N., Menke, C.: The relationship between cultural values, cultural intelligence and negotiation styles. Journal of Business Research, 99, 23-36 (2019).

[9]. Xu, G., Chen,Y., Xu, L.: Western Etiquette. Introduction to Western Culture: Cultural History, Religion, Politics (2018).

[10]. Mwagike, L.R., Changalima, I.A.: Procurement professionals' perceptions of skills and attributes of procurement negotiators: a cross-sectional survey in Tanzania. International Journal of Public Sector Management, 35(1), 94-109 (2022).

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