Open Access Article Intercultural Communication

Dimensions of Success in International Business Negotiations: A Comparative Study of Thai and International Business Negotiators

Haruthai Putrasreni Numprasertchai (1) , Fredric William Swierczek (2)
1. Faculty of Business Administration Kasetsart University, Thailand
2. School of Management Asian Institute of Technology, Thailand
https://doi.org/10.36923/jicc.v6i1.419

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Issue
Vol. 6 No. 1 (2006)
Submitted
2004 August 13
Published
2006 March 15
Keywords:
    International business, negotiators, negotiating process, negotiating outcomes, future-oriented prospects, relationship orientation, executives in Thailand
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Abstract

The success of international business relationships depends on effective business negotiations. Negotiators need to be well prepared. Understanding how to achieve international business negotiation outcomes and the factors relevant to the process will allow negotiators to be more successful. Based on theories of negotiation with a cultural focus, this study focuses on the dimensions of negotiating outcomes and process as perceived by Thai and International business negotiators related to past cross-cultural international business negotiations. From a review of negotiation practices a questionnaire focusing on positive retrospective negotiation experiences was developed and sent to executives working in Thailand. The results indicate that the important outcomes for successful cross-cultural negotiators are future-oriented prospects and performance. An information focus and a relationship orientation are the dominant keys to success identified by both Thai and International negotiators. Tactics and protocol are much less emphasized in successful experiences. International business negotiators significantly emphasize a specific time orientation more than their Thai counterparts.

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Authors

Haruthai Putrasreni Numprasertchai
haruthai.p@ku.ac.th (Primary Contact)
Fredric William Swierczek
Author Biographies

Haruthai Putrasreni Numprasertchai

 Haruthai Putrasreni Numprasertchai is a Lecturer at the Department of Management, Faculty of Business Administration, Kasetsart University, Thailand. Her research interest is in the area of business negotiations. All correspondence shall be addressed to this author.

Fredric William Swierczek

Fredric William Swierczek (Ph.D.) is an American Associate Professor of Management at the School of Management of the Asian Institute of Technology, Thailand. He is a past winner of the Douglas McGregor Prize for Excellence in Behavioral Science, John F. Kennedy Scholar and Fulbright Professor. His area of interest includes cross-cultural management, joint ventures, negotiation styles, and leadership.

Numprasertchai, H. P., & Swierczek, F. W. (2006). Dimensions of Success in International Business Negotiations: A Comparative Study of Thai and International Business Negotiators. Journal of Intercultural Communication, 6(1), 1-16. https://doi.org/10.36923/jicc.v6i1.419
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Numprasertchai, H. P., & Swierczek, F. W. (2006). Dimensions of Success in International Business Negotiations: A Comparative Study of Thai and International Business Negotiators. Journal of Intercultural Communication, 6(1), 1-16. https://doi.org/10.36923/jicc.v6i1.419