From Diverse Perspectives to Unified Agreements: Intercultural Negotiation Dynamics in the Digital Age

Result code in IS VaVaI
<a href="https://www.isvavai.cz/riv?ss=detail&h=RIV%2F46747885%3A24310%2F24%3A00012620" target="_blank" >RIV/46747885:24310/24:00012620 - isvavai.cz</a>
Result on the web
<a href="https://journals.sagepub.com/doi/10.1177/23294906241253516" target="_blank" >https://journals.sagepub.com/doi/10.1177/23294906241253516</a>
DOI - Digital Object Identifier
<a href="http://dx.doi.org/10.1177/23294906241253516" target="_blank" >10.1177/23294906241253516</a>

Result language
angličtina
Original language name
From Diverse Perspectives to Unified Agreements: Intercultural Negotiation Dynamics in the Digital Age
Original language description
This article aims to investigate the role of cultural differences within the current international business environment affected by technological advances, concentrating on the negotiation procedure and its outcome. The conclusion is based on the analysis of email interviews between top negotiators from the Czech Republic with long-term professional experience worldwide. The authors suggest considering a salesperson culture as a dynamic framework of top-down–bottom-up processes across cultural levels. Research indicates that, despite a reduction in costs thanks to the migration of negotiation meetings to online platforms, negotiators still prefer face-to-face meetings as the primary mode when managing intercultural nuances.
Czech name
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Czech description
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Type
J<sub>imp</sub> - Article in a specialist periodical, which is included in the Web of Science database
CEP classification
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OECD FORD branch
50802 - Media and socio-cultural communication

Project
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Continuities
I - Institucionalni podpora na dlouhodoby koncepcni rozvoj vyzkumne organizace

Publication year
2024
Confidentiality
S - Úplné a pravdivé údaje o projektu nepodléhají ochraně podle zvláštních právních předpisů

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