Article Analysis Paper

471 words - 2 pages

Article Analysis Paper

In a global trading world environment cross-cultural and international negotiations are common procedures. Cross-cultural and international negotiations are more difficult because they involve governmental, cultural and societal differences. Negotiations conducted through the Internet are an emerging global trend in today’s business environment. In this paper the subject to explore is the impact technology has on cross-cultural and international negotiations (Kersten, Koeszegi & Vetschera, 2003).
This article is about a study conducted to determine if cultural influence is identified during the negotiations that take place using the Internet. This new technological trend allows people and corporations from diverse cultures to negotiate with no knowledge of the other party’s ...view middle of the document...

The Inspire system offers support techniques for the participants to assess offers as well as counter-offers. The Inspire system also allows the participants to examine the negotiation history in various formats (Kersten, Koeszegi & Vetschera, 2003).
Because these negotiations are done anonymously it reduces the influence of biases and stereotype, which can be called upon when negotiating with a party from a known culture. During the negotiation process all participants negotiate the same issue, using the same technology for communication, which is the Inspire system. What is not disclosed to the participants is the country or culture the person he or she is bargaining with is from. This information can be disclosed by the other participant later in the negotiation process. The results of this study indicated as the negotiations continue to progress, the negotiators approach to solving problems as well as their individual differences became more relevant than cultural characteristics (Kersten, Koeszegi & Vetschera, 2003).
This study confirms that electronic communication reduces the expressive nuances of communication; however, this medium also has the capability to produce positive relational communication among cross-cultural groups. This study also confirms that the use of the Internet in the negotiation process allows anonymous partners to engage in negotiations without relinquishing their individual differences or cultural diversity (Kersten, Koeszegi & Vetschera, 2003). Because the results of this study are so positive in respect to cross-cultural negotiations this global trend will without question continue as market globalization grows.

Kersten, G., Koeszegi, S., & Vetschera, R. (2003). The effect of culture in computer-mediated negotiations. Journal of information technology and application. Retrieved February 14, 2011, from


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