Naslov
Examining environmental factors of negotiation failure

Autori
Martinović, Marija ; Vojvodić, Katija ; Brajević, Marko

Vrsta, podvrsta i kategorija rada
Radovi u zbornicima skupova, cjeloviti rad (in extenso), znanstveni

Skup
80th International Scientific Conference on Economic and Social Development and 10th International OFEL Conference "Diversity, Equity and Inclusion: The Essence of Organisational Well-Being"

Mjesto i datum
Dubrovnik, Hrvatska, 01.04.2022. - 02.04.2022

Vrsta sudjelovanja
Predavanje

Vrsta recenzije
Međunarodna recenzija

Ključne riječi
Cultural barriers, Language barriers, Legal environment, Negotiation failure

Sažetak
The best lessons are those learned from the failure of a person or an organization. In the context of business negotiations, previous work has focused primarily on successful negotiations, while the causes of negotiation failure have been insufficiently explored. Therefore, the first aim of this paper is to identify the main causes of negotiation failure. The second aim is to determine the influence of negotiators' personal characteristics on the perceived causes of negotiation failure. For this purpose, a survey was conducted among 157 companies in Croatia. The results reveal three causes of negotiation failure: language barriers, cultural barriers and the legal environment. In terms of personal characteristics, female negotiators perceive language barriers as a failure more often than their male counterparts. In addition, cultural barriers are perceived as a critical issue by younger negotiators, by negotiators with shorter tenure, and by negotiators who negotiate more frequently. Finally, the age of negotiators has been shown to be negatively related to the legal environment. The overall conclusion is that negotiators perceive cultural barriers as a major cause of negotiation failure. Organizations should make more efforts to better train and prepare younger and less experienced negotiators for cultural challenges in order to overcome imposed differences and achieve negotiation goals.

Izvorni jezik
Engleski

Znanstvena područja
Ekonomija

POVEZANOST RADA