Return to search

Examining the impact of power, negotiator characteristics and environmental factors on the international business negotiation process

The increase in international business activity and the potential high losses deriving from unsuccessful negotiations highlights the importance of continued research within the international business negotiation discipline. The importance of international business negotiations within global business is reflected in the academic community by observing the growth in the number of publications and the increased reference to conceptual models of international business that capture a vast array of factors. Based on a thorough literature review the following research gaps were identified. First, insufficient empirical scrutiny regarding the use of international business negotiation models; and second the lack of statistical understanding of the association between 'important factors' and the negotiation process. The contribution to knowledge of the study is the empirical examination of the relationship between the 'negotiation process' and the 'important factors': 'power', 'environmental factors' and 'negotiators characteristics'. These three factors were identified as they are deemed important in international business negotiation models as well as negotiation literature in other disciplines. By examining the 'compositions' of the three factors and based on a comprehensive literature review, eleven variables and associated hypotheses encapsulating the above factors are suggested and tested. The number of negotiators in the sample was statistically determined and the survey was administered electronically (N=155). Testing of the hypotheses was conducted through a linear structural equation modeling methodology using LISREL i.e., a specialist software for the purposes of model testing. The main findings of the study are as follows. Six statistically significant results corresponding to six of the eleven hypotheses of the study were identified. These include information power, legitimate power, social harmony, political influence, team commitment and individual motivation with respect to competitive or cooperative negotiation processes. The academic contribution of this study relates to model exploration. It brings causal statistical objectivity to qualitatively developed concepts, as an essential step in development of knowledge. Both theoretical and managerial implications of the study are examined. Furthermore, directions for future research that build on the findings of the study are indicated.
Date January 2007
CreatorsKhakhar, Priyan P.
PublisherUniversity of Manchester
Source SetsEthos UK
Detected LanguageEnglish
TypeElectronic Thesis or Dissertation

Page generated in 0.0013 seconds