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عنوان فارسی مقاله:
قدرت مذاکره کننده به عنوان توان افزا و فاصله فرهنگی به عنوان مهار کننده در شکل گیری ائتلاف بین المللی
عنوان انگلیسی مقاله:
The negotiator’s power as enabler and cultural distance as inhibitor in the international alliance formation
سال انتشار : 2015
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مقدمه انگلیسی مقاله:
1. Introduction
With rapid institutional and technological changes in the business environment, inter-organizational alliance formation for international businesses has become a ubiquitous phenomenon in recent decades. In this context, senior managers of international business enterprises engage in a variety of negotiations to secure international alliances (Ghauri & Usunier, 1996; Usunier, 1998). Some negotiations lead to the successful formation of the intended strategic alliance, whereas others fail (Beamish & Lupton, 2009; George, Jones, & Ganzalez, 1998). As the negotiation for international alliance formation becomes strategically important for enterprises, the understanding of the concept and its practical implications attract increasing attention in the literature. The extant literature has improved our understanding of the motives (Contractor & Lorange, 2004), performance (Geringer & Hebert, 1991; Olk, 2002) and stability of the negotiated alliance (Parkhe, 1991). However, the role of executive power in the negotiation and cultural intervention remain under-researched in the literature on international business. Some researchers have attempted to tackle this issue of power and national culture. One stream investigates the link between the purpose of the alliance and cultural distance, which refers to a perceptual gap between negotiators set apart by differences in national cultures. This stream argues that cultural distance hampers the negotiation process for the formation of an international alliance when the motivations are unclear and outcomes are uncertain (Bülow & Kumar, 2011; Gelfand & Brett, 2004). The uncertain outcome of an explorative alliance falls under this category. In explorative alliances, both parties search for new technologies, the outcome of which occurs far into the future. Exploitative alliances, on the other hand, present various outcome possibilities, which establishes a competition between both parties for a defined win-set. The addition of cultural distance exacerbates the level of uncertainty in the negotiation. According to this stream, the key determinant in international negotiations is cultural distance (Graham & Lam, 2003; Yan, 2004). In other words, cultural distance impedes the progress of the negotiation, as illustrated in the US-Japanese context (Menger, 1999), leading to a higher risk of failure of the negotiation.
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کلمات کلیدی:
The negotiator's power as enabler and cultural distance as ... - infona.pl https://www.infona.pl/resource/bwmeta1.element.elsevier-13f1e405.../collections The negotiator's power as enabler and cultural distance as inhibitor in the international alliance formation. Tariq H. Malik, Orhan H. Yazar · Details · Contributors ... Tariq Hussain Malik-Dongbei University of Finance ... - ScholarMate www.scholarmate.com/scmwebsns/resume/view?des3PsnId... Translate this page Tariq Hussain Malik, The Negotiator's Power as Enabler and Cultural Distance as Inhibitor in the International Alliance Formation, International Business Review ... Tariq H. Malik | Dongbei University of Finance & Economics ... dufe.academia.edu/TariqHMalik The Negotiator's Power as Enabler and Cultural Distance as Inhibitor in the International ... National institutional differences and cross-border university–industry ... Culture and Negotiation - Brett - 2000 - International Journal of ... onlinelibrary.wiley.com/doi/10.1080/002075900399385/abstract by JM Brett - 2000 - Cited by 225 - Related articles It proposes that power and information processes are fundamental to ... but concludes that negotiators who are motivated to search for information, and are ... Culture and Joint Gains in Negotiation - Brett - 1998 - Negotiation ... onlinelibrary.wiley.com/doi/10.1111/j.1571-9979.1998.tb00148.x/abstract by JM Brett - 1998 - Cited by 124 - Related articles What effect does culture have on the achievement of joint gains in negotiation? ... power, that lead to the development of joint gains when both negotiators are from the ... How effective are negotiators from different cultures in realizing joint gains? ... Orhan H. Yazar, The negotiator's power as enabler and cultural distance as ... Sparrho | The global alliance for transplantation. https://www.sparrho.com/item/the-global-alliance-for-transplantation/4bff19/ Mar 22, 2006 - The negotiator's power as enabler and cultural distance as inhibitor in the international alliance formation. Imported: 15 Mar '16 Published: 24 ... [PDF]How the cultures of people with low and high power interact. https://msbfile03.usc.edu/.../tost/.../Kopelman%20Hardin%20Myers%20Tost--JAP-1.p... by S Kopelman - Cited by 4 - Related articles Jan 4, 2016 - sizing power differences and group alignment, adjusted their cooperation depending on the .... We explore the influence of culture on low-power negotiators in ..... enable long-term viability of the industry and the survival of the.
