عنوان

Examining the impact of power, negotiator characteristics and environmental factors on the international business negotiation process

Number

TLets594761

Title Proper

Examining the impact of power, negotiator characteristics and environmental factors on the international business negotiation process

General Material Designation

[Thesis]

First Statement of Responsibility

Khakhar, Priyan P

Name of Publisher, Distributor, etc.

University of Manchester

Date of Publication, Distribution, etc.

2007

Dissertation or thesis details and type of degree

Ph.D.

Body granting the degree

University of Manchester

Text preceding or following the note

2007

Text of Note

The increase in international business activity and the potential high losses deriving fromunsuccessful negotiations highlights the importance of continued research within theinternational business negotiation discipline. The importance of international businessnegotiations within global business is reflected in the academic community by observingthe growth in the number of publications and the increased reference to conceptualmodels of international business that capture a vast array of factors. Based on a thoroughliterature review the following research gaps were identified. First, insufficient empiricalscrutiny regarding the use of international business negotiation models; and second thelack of statistical understanding of the association between 'important factors' and thenegotiation process. The contribution to knowledge of the study is the empiricalexamination of the relationship between the 'negotiation process' and the 'importantfactors': 'power', 'environmental factors' and 'negotiators characteristics'. These threefactors were identified as they are deemed important in international business negotiationmodels as well as negotiation literature in other disciplines. By examining the'compositions' of the three factors and based on a comprehensive literature review,eleven variables and associated hypotheses encapsulating the above factors are suggestedand tested. The number of negotiators in the sample was statistically determined and thesurvey was administered electronically (N=155). Testing of the hypotheses wasconducted through a linear structural equation modeling methodology using LISREL i.e.,a specialist software for the purposes of model testing. The main findings of the study areas follows. Six statistically significant results corresponding to six of the elevenhypotheses of the study were identified. These include information power, legitimatepower, social harmony, political influence, team commitment and individual motivationwith respect to competitive or cooperative negotiation processes. The academiccontribution of this study relates to model exploration. It brings causal statisticalobjectivity to qualitatively developed concepts, as an essential step in development ofknowledge. Both theoretical and managerial implications of the study are examined.Furthermore, directions for future research that build on the findings of the study areindicated.

Khakhar, Priyan P

University of Manchester

Electronic name

p

[Thesis]

276903

a

Y