Advances in Economics and Business Vol. 4(7), pp. 374 - 380
DOI: 10.13189/aeb.2016.040707
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Conflict Triggers in International Business Negotiations


Stefanie Alexa Stadler *
School of Humanities and Social Sciences, Nanyang Technological University, Singapore

ABSTRACT

Conflict, is – arguably – one of the greatest inhibitors to successful interaction and desirable interactional outcomes. As international business people frequently work in new and/or unfamiliar cultural settings, they rely on social interactions that are almost invariably of an intercultural nature. As such, it is vital for them to learn to manage and navigate communication smoothly and successfully. However, intercultural communication is prone to misunderstandings and miscommunication based on different pragmatic norms and culture-specific communication practices. The consequences in such settings can be costly to the bottom line and irreparable to well-functioning business relationships. Recognizing and responding to potential interactional conflict in a timely and efficient manner is therefore paramount. In this paper, I focus on conflict triggers and conflict markers that indicate irritation, dissent or disagreement before conflict actually arises. A discourse analysis approach of video-recorded business interactions forms the basis for this discussion, in which I will demonstrate cultural differences in the approach to marking and indicating the onset of potential conflict and intercultural competencies conducive of resolving conflict in its early developmental stages.

KEYWORDS
Business Communication, Culture, Intercultural Competence, Discourse Analysis

Cite this paper
Stefanie Alexa Stadler . "Conflict Triggers in International Business Negotiations." Advances in Economics and Business 4.7 (2016) 374 - 380. doi: 10.13189/aeb.2016.040707.