Electronic Business Negotiation: Some experimental studies on the interaction between medium, innovation context and culture

ElectronicElectronic Business Negotiation: Some experimental
studies on the interaction between medium,
innovation context and culture

Electronic Business Negotiation: Some experimental
studies on the interaction between medium,
innovation context and culture

Introduction

Negotiating a deal with a new client, custom
er, or supplier has traditionally meant meeting in person,
sometimes enduring long hours in transit. Today, business people
find themselves with an ever-increasing array of technologies for com
municating and initiating relationships, many of which do not involve
leaving the office. But one wonders: when am I better served by a
face-to-face (FTF) meeting, and when by an email exchange? W
ith the globalization of the world economy, it is imperative that
managers, both present and future, be sensitive to differences in business
communication between cultures such as the Anglo, Nordic or Latin cultures or,
more specifically, Dutch and German cultures. As the Internet become
s the common vehicle (95 % of the business have access today), this new force demands an
adaptation from traditional commerce to electronic commerce, including all the tasks
that were previously conducted in a traditional fashion. Internet technologies allow for
communication across the cultural frontiers. While the communication is not as rich
as in the case of FTF discussions, it allows subjects to negotiate in an asynchronous
mode and at their own pace. This study explores the implications of electronic-based
media such as email and negotiation support systems (NSSs) on cross-cultural
business negotiations.

Electronic Business Negotiation: Some experimental studies on the interaction between medium, innovation context and culture

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