文章基本信息

标题：Intercultural Negotiations: Issues and Challenges in the Oil and Gas Industry from Malaysian Perspective
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作者：SHAHRINA MD NORDIN ; SUBASHINI VASSEKARAN ; GURKIRPAL SINGH GROVER 等
期刊名称：International Review of Management and Business Research
印刷版ISSN：2307-5953
电子版ISSN：2306-9007
出版年度：2014
卷号：3
期号：3Part 1
页码：1385-1393
出版社：Academy of IRMBR
摘要：There have been numerous studies on the strategies of intercultural negotiations within the western contexts and cultures, however there has been limited number of studies that examine intercultural negotiations from the Malaysian perspectives specifically in the context of oil and gas industry. This paper reports an investigation into negotiating styles adopted by Malaysian personnel in the oil and gas industry when dealing with foreign counterparts. This aim of the study is achieved through a qualitative approach by interviewing three highly experienced negotiators in the industry on their negotiation experience throughout their multinational negotiation assignments. The interview outcome provides implications for practical recommendations which identify different stands taken by the negotiators in different situations.
关键词：Intercultural Negotiations; Challenges in Oil and Gas Industry; Malaysia.