Abstract
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.
SHAHRINA MD NORDIN, SUBASHINI VASSEKARAN, GURKIRPAL SINGH GROVER. (2014) Intercultural Negotiations: Issues and Challenges in the Oil and Gas Industry from Malaysian Perspective, International Review of Management and Business Research, Volume 3, Issue 3.
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