An Overview of the Cross-Cultural Business Negotiation between Malaysia and Australia

Jumiati Ismail, Michael Azariadis, Kamaruzaman Jusoff

Abstract


This paper aims to explore communication deviances and strategies in the negotiation discourse of Malaysian-Australian business encounters, from both a linguistic and non-linguistic perspective. Specifically, it sees miscommunications/deviances as factors that may hinder the business communication process and prevent the negotiators from achieving their objectives. The study also focuses on strategies, or those discourse skills which promote successful business Malaysia-Australia negotiation.
Key words:Cross-cultural; intercultural; intercultural competence; deviations; strategies; miscommunication; negotiation
Résumé: Cet article vise à examiner les déviances et les stratégies de communication dans le discours de la négociation entre la Malaisie et l’Australie lors des rencontres d’affaires, d’un point de vue linguisitique et non linguistique. Plus précisément, les malentendus/déviances pourraient devenir des facteurs qui entravent le processus de communication et empêchent les négociateurs de parvenir à leurs objectifs. L’étude met également accent sur les stratégies, ou les compétences de négociation qui favorisent la réussite de négociation d’affaires entre la Malaisie et l’Australie.
Mots-Clés: transculturel; intercultural; compétence interculturelle; deviations; strategies; malentendu; la négociation

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DOI: http://dx.doi.org/10.3968/j.css.1923669720090504.015

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