IDEAS home Printed from https://ideas.repec.org/p/hal/journl/hal-02912645.html
   My bibliography  Save this paper

The Influence Of Stereotypes On The Conduct Of International Commercial Negotiations
[L'Influence Des Stereotypes Sur Le Déroulement De La Négociation Internationale Commerciale Résumé]

Author

Listed:
  • Svetlana Radtchenko-Draillard

    (UPD7 - Université Paris Diderot - Paris 7)

Abstract

The purpose of our research is to study the impact of stereotypes about the exogroup on the interdependent relationships of subjects (French and Russian) during international commercial negotiations, as well as on its outcome. The experimental study using the simulation method analyzes the effect of this impact on the development of policy directions and negotiators' interventions. The results reveal a clear link between stereotypes about the exogroup, the process of negotiation, behaviours and attitudes of subjects: negative stereotypes reinforce a distributive strategic orientation, based on competitive interventions, pressure, rigid behaviours and unfavourable attitudes; positive stereotypes stimulate an integrative strategic orientation, based on cooperative interventions, exchanges and flexible behaviours, and favourable attitudes. We also examine the principles of how decision-making processes work and the types of agreements reached (content, arguments used, concessions made, exchanges, etc.) that determine the sharing of profits of two subjects that have stereotypes (negative or positive) about the exogroup. In conclusion, our results confirm that the outcome of a mutually acceptable agreement positively influences the content of stereotypes about the exogroup.

Suggested Citation

  • Svetlana Radtchenko-Draillard, 2014. "The Influence Of Stereotypes On The Conduct Of International Commercial Negotiations [L'Influence Des Stereotypes Sur Le Déroulement De La Négociation Internationale Commerciale Résumé]," Post-Print hal-02912645, HAL.
    • Handle: RePEc:hal:journl:hal-02912645
    Note: View the original document on HAL open archive server: https://hal.science/hal-02912645
    as

    Download full text from publisher

    File URL: https://hal.science/hal-02912645/document
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. John L Graham, 1985. "The Influence of Culture on the Process of Business Negotiations: An Exploratory Study," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 16(1), pages 81-96, March.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Saorín-Iborra, M. Carmen, 2008. "Time pressure in acquisition negotiations: Its determinants and effects on parties' negotiation behaviour choice," International Business Review, Elsevier, vol. 17(3), pages 285-309, June.
    2. Roger Volkema, 2012. "Understanding initiation behavior in Brazilian negotiations: an analysis of four regional subcultures," Brazilian Business Review, Fucape Business School, vol. 9(2), pages 88-108, April.
    3. Li, Tiger & Cavusgil, S. Tamer, 1995. "A classification and assessment of research streams in International Marketing," International Business Review, Elsevier, vol. 4(3), pages 251-277, September.
    4. John F. McCarthy & Carl A. Scheraga & Donald E. Gibson, 2010. "Culture, Cognition and Conflict: How Neuroscience Can Help to Explain Cultural Differences in Negotiation and Conflict Management," Chapters, in: Angela A. Stanton & Mellani Day & Isabell M. Welpe (ed.), Neuroeconomics and the Firm, chapter 14, Edward Elgar Publishing.
    5. Luo, Yadong & Shenkar, Oded, 2002. "An empirical inquiry of negotiation effects in cross-cultural joint ventures," Journal of International Management, Elsevier, vol. 8(2), pages 141-162.
    6. Rahul Chauhan, 2022. "Does Online Shopping Affect Price and Quality Negotiation of Youngsters? A PLS-SEM View," International Journal of Finance, Insurance and Risk Management, International Journal of Finance, Insurance and Risk Management, vol. 12(3), pages 46-57.
    7. Dehling, Noémie, 2023. "Silence in the consumer experience: A conceptualization and research agenda," Journal of Business Research, Elsevier, vol. 165(C).
    8. Fainshmidt, Stav & White, George O. & Cangioni, Carole, 2014. "Legal Distance, Cognitive Distance, and Conflict Resolution in International Business Intellectual Property Disputes," Journal of International Management, Elsevier, vol. 20(2), pages 188-200.
    9. Gregory Kersten & Sunil Noronha, 1999. "Negotiation via the World Wide Web: A Cross-cultural Study of Decision Making," Group Decision and Negotiation, Springer, vol. 8(3), pages 251-279, May.
    10. Jeffrey Cummings, 2003. "Knowledge Sharing : A Review of the Literature," World Bank Publications - Books, The World Bank Group, number 19060.
    11. Buckley, Peter J. & Cross, Adam & De Mattos, Claudio, 2015. "The principle of congruity in the analysis of international business cooperation," International Business Review, Elsevier, vol. 24(6), pages 1048-1060.
    12. G.E. Kersten & S.J. Noronha, 1997. "Negotiation Via the World Wide Web: A Cross-Cultural Study of Decision Making," Working Papers ir97052, International Institute for Applied Systems Analysis.
    13. Peterson, H. Christopher & Sterns, James A., 1994. "Managing the Risk of Globalization for Small and Medium Agribusiness and Food Firms," Staff Paper Series 201188, Michigan State University, Department of Agricultural, Food, and Resource Economics.
    14. G.E. Kersten & T.R. Madan Mohan & S.J. Noronha & M.J. Kersten, 1998. "Learning Business Negotiations with Web-based Systems: The Case of IIMB," Working Papers ir98049, International Institute for Applied Systems Analysis.
    15. Zhang, Zhi-Xue & Liu, Leigh Anne & Ma, Li, 2021. "Negotiation beliefs: Comparing Americans and the Chinese," International Business Review, Elsevier, vol. 30(5).
    16. Ahammad, Mohammad Faisal & Tarba, Shlomo Y. & Liu, Yipeng & Glaister, Keith W. & Cooper, Cary L., 2016. "Exploring the factors influencing the negotiation process in cross-border M&A," International Business Review, Elsevier, vol. 25(2), pages 445-457.
    17. Volkema, Roger J., 1999. "Ethicality in Negotiations: An Analysis of Perceptual Similarities and Differences Between Brazil and the United States," Journal of Business Research, Elsevier, vol. 45(1), pages 59-67, May.
    18. Volkema, Roger J., 2004. "Demographic, cultural, and economic predictors of perceived ethicality of negotiation behavior: A nine-country analysis," Journal of Business Research, Elsevier, vol. 57(1), pages 69-78, January.
    19. Jitka Odehnalová, 2009. "The Nature of Chinese Business Negotiation Behaviour: A Battlefield or a Gentlemen's Club? [Povaha čínského obchodního jednání: Na válečném poli či mezi gentlemany]," Acta Oeconomica Pragensia, Prague University of Economics and Business, vol. 2009(6), pages 52-62.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:hal:journl:hal-02912645. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: CCSD (email available below). General contact details of provider: https://hal.archives-ouvertes.fr/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.