Understanding cross-cultural encounters in initial business negotiation meetings: an emic-etic approach

Zhu, Yunxia and Fang, Tony (2013). Understanding cross-cultural encounters in initial business negotiation meetings: an emic-etic approach. In: Martin Grimmer and Rob Hecker, Proceedings of the 27th Australian and New Zealand Academy of Management Conference: Managing from the Edge. ANZAM Conference 2013: 27th Australian and New Zealand Academy of Management Conference, Hobart, Australia, (1-17). 4-6 December 2013.

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Name Description MIMEType Size Downloads
Author Zhu, Yunxia
Fang, Tony
Title of paper Understanding cross-cultural encounters in initial business negotiation meetings: an emic-etic approach
Conference name ANZAM Conference 2013: 27th Australian and New Zealand Academy of Management Conference
Conference location Hobart, Australia
Conference dates 4-6 December 2013
Proceedings title Proceedings of the 27th Australian and New Zealand Academy of Management Conference: Managing from the Edge
Place of Publication Deakin, ACT, Australia
Publisher ANZAM
Publication Year 2013
Sub-type Fully published paper
Open Access Status
ISBN 9780987596819
Editor Martin Grimmer
Rob Hecker
Start page 1
End page 17
Total pages 17
Collection year 2014
Language eng
Formatted Abstract/Summary
This paper proposes a theoretical framework for understanding cross-cultural business encounters based on an emic-etic perspective. We argue that the research on cross-cultural encounters tend to focus on the attributes of skills and knowledge based on cultural dimensions as entities. As a result, the processes of cultural understanding have not been investigated adequately. To address this issue, we propose a cross cultural model which focuses on dialogue and negotiation of both parties. The model is based on cross-cultural dialogues and discourse analysis. In particular, we developed the concept of ‘cultural space’ as a point of departure for understanding cultural adaptation during interactions, which in turn will help to promote effective cross-cultural management.
Keyword Cross-cultural interactions
Emic
Etic
Cultural space
Discoursal space
Q-Index Code E1
Q-Index Status Confirmed Code
Institutional Status UQ

Document type: Conference Paper
Collections: Official 2014 Collection
UQ Business School Publications
 
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Created: Fri, 21 Feb 2014, 13:27:04 EST by Karen Morgan on behalf of UQ Business School