The Role of Sequences of Interactions on Cross-cultural Inter-team and Intra-team Negotiations

Cheryl Dowie, Claudio DeMattos (Collaborator), Oscar De Bruijn

Research output: Chapter in Book/Report/Conference proceedingPublished conference contribution


Many studies show the lack of cross-cultural competence to be a reason for international business failures. The practice of effective communication will help reduce conflict and potentially increase the number of opportunities for international business. Studies in social sciences have not fully scrutinised the dynamics of face-to-face negotiations, in particular the behavioural dynamics that may generate negative effects on such interactions. The Bales IPA model (1950) is adapted in this study to analyse behavioural patterns in group negotiations. This working paper aims at identifying sequences of interaction that determine the relative impact on the negotiation process, discusses the relevant frameworks in order to develop a conceptual model primarily based on the literature and suggests suitable research methods. In due course, this study will enable the researcher to unveil implications and provide recommendations for negotiations across cultures in general and for cross-border negotiations in particular
Original languageEnglish
Title of host publicationProceedings of the 57th Annual Meeting of the Academy of International Business
Subtitle of host publicationGlobal Networks: Organizations and People
EditorsRam Mudambi, Tunga Kiyak
PublisherAcademy of International Business
Number of pages1
Publication statusPublished - 2015
Event2015 annual Academy of International Business (AIB) Conference - Bengaluru, India
Duration: 27 Jun 2015 → …

Publication series

ISSN (Print)2078-0435


Conference2015 annual Academy of International Business (AIB) Conference
Period27/06/15 → …


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