Analysis on Impasses in International Business Negotiations

Gao Yanhua

doi:doi:10.11648/j.ijefm.20210905.17

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Analysis on Impasses in International Business Negotiations

Gao Yanhua

Published in International Journal of Economics, Finance and Management Sciences (Volume 9, Issue 5)

Received: 8 October 2021 Accepted: 30 October 2021 Published: 5 November 2021

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Abstract

During international business negotiations, the stakeholders of business activities in different countries or regions negotiate the various elements of a transaction for the purpose of economic interests or in order to complete a transaction. International business negotiations are very important in international business activities which are means to solve the conflict of interests and achieve common interests among the subjects of business activities of different countries. Impasses always appear in all phases of international business negotiations, which directly determines the success of negotiations. The paper focuses on Categories of Impasses, Causes of the Impasse, Principles for Avoiding the Impasse, Approaches to Deal with the Potential Impasse, The Golden Opportunities for Dealing with the Impasse, and Ways of Breaking the Impasse to deal with impasses of international business negotiations during all procedures to fulfill the anticipated objectives. Causes of impasse, as Divergent Objectives, One Party Has All the Say in the Negotiation, Be Overly Silent and Be Slow in Reacting, Extreme Sentiment, Negotiators Who Have Low Quality, Barrier to Information Communication, Use Both Hard and Soft Tactics to Procrastinate, A Change in the External Environment; and Approaches to Deal with the Potential Impasse as, First partial approval, then total negation, Repeat the counterpart’s opinion first, then weaken it, Persuade the other party with their own opinions, Impel the other party to make self-denial by raising questions,. Persuade the other party by standing on their side, Generalize and summarize, Induce the other party by asking back, Humor, Present a gift properly, Outside communication are analysed in details to provide guidance to the negotiators.

Published in	International Journal of Economics, Finance and Management Sciences (Volume 9, Issue 5)
DOI	10.11648/j.ijefm.20210905.17
Page(s)	215-220
Creative Commons	This is an Open Access article, distributed under the terms of the Creative Commons Attribution 4.0 International License (http://creativecommons.org/licenses/by/4.0/), which permits unrestricted use, distribution and reproduction in any medium or format, provided the original work is properly cited.
Copyright	Copyright © The Author(s), 2024. Published by Science Publishing Group

Keywords

International, Business, Negotiation, Impasses

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APA Style

Gao Yanhua. (2021). Analysis on Impasses in International Business Negotiations. International Journal of Economics, Finance and Management Sciences, 9(5), 215-220. https://doi.org/10.11648/j.ijefm.20210905.17

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ACS Style

Gao Yanhua. Analysis on Impasses in International Business Negotiations. Int. J. Econ. Finance Manag. Sci. 2021, 9(5), 215-220. doi: 10.11648/j.ijefm.20210905.17

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AMA Style

Gao Yanhua. Analysis on Impasses in International Business Negotiations. Int J Econ Finance Manag Sci. 2021;9(5):215-220. doi: 10.11648/j.ijefm.20210905.17

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@article{10.11648/j.ijefm.20210905.17,
  author = {Gao Yanhua},
  title = {Analysis on Impasses in International Business Negotiations},
  journal = {International Journal of Economics, Finance and Management Sciences},
  volume = {9},
  number = {5},
  pages = {215-220},
  doi = {10.11648/j.ijefm.20210905.17},
  url = {https://doi.org/10.11648/j.ijefm.20210905.17},
  eprint = {https://article.sciencepublishinggroup.com/pdf/10.11648.j.ijefm.20210905.17},
  abstract = {During international business negotiations, the stakeholders of business activities in different countries or regions negotiate the various elements of a transaction for the purpose of economic interests or in order to complete a transaction. International business negotiations are very important in international business activities which are means to solve the conflict of interests and achieve common interests among the subjects of business activities of different countries. Impasses always appear in all phases of international business negotiations, which directly determines the success of negotiations. The paper focuses on Categories of Impasses, Causes of the Impasse, Principles for Avoiding the Impasse, Approaches to Deal with the Potential Impasse, The Golden Opportunities for Dealing with the Impasse, and Ways of Breaking the Impasse to deal with impasses of international business negotiations during all procedures to fulfill the anticipated objectives. Causes of impasse, as Divergent Objectives, One Party Has All the Say in the Negotiation, Be Overly Silent and Be Slow in Reacting, Extreme Sentiment, Negotiators Who Have Low Quality, Barrier to Information Communication, Use Both Hard and Soft Tactics to Procrastinate, A Change in the External Environment; and Approaches to Deal with the Potential Impasse as, First partial approval, then total negation, Repeat the counterpart’s opinion first, then weaken it, Persuade the other party with their own opinions, Impel the other party to make self-denial by raising questions,. Persuade the other party by standing on their side, Generalize and summarize, Induce the other party by asking back, Humor, Present a gift properly, Outside communication are analysed in details to provide guidance to the negotiators.},
 year = {2021}
}

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TY  - JOUR
T1  - Analysis on Impasses in International Business Negotiations
AU  - Gao Yanhua
Y1  - 2021/11/05
PY  - 2021
N1  - https://doi.org/10.11648/j.ijefm.20210905.17
DO  - 10.11648/j.ijefm.20210905.17
T2  - International Journal of Economics, Finance and Management Sciences
JF  - International Journal of Economics, Finance and Management Sciences
JO  - International Journal of Economics, Finance and Management Sciences
SP  - 215
EP  - 220
PB  - Science Publishing Group
SN  - 2326-9561
UR  - https://doi.org/10.11648/j.ijefm.20210905.17
AB  - During international business negotiations, the stakeholders of business activities in different countries or regions negotiate the various elements of a transaction for the purpose of economic interests or in order to complete a transaction. International business negotiations are very important in international business activities which are means to solve the conflict of interests and achieve common interests among the subjects of business activities of different countries. Impasses always appear in all phases of international business negotiations, which directly determines the success of negotiations. The paper focuses on Categories of Impasses, Causes of the Impasse, Principles for Avoiding the Impasse, Approaches to Deal with the Potential Impasse, The Golden Opportunities for Dealing with the Impasse, and Ways of Breaking the Impasse to deal with impasses of international business negotiations during all procedures to fulfill the anticipated objectives. Causes of impasse, as Divergent Objectives, One Party Has All the Say in the Negotiation, Be Overly Silent and Be Slow in Reacting, Extreme Sentiment, Negotiators Who Have Low Quality, Barrier to Information Communication, Use Both Hard and Soft Tactics to Procrastinate, A Change in the External Environment; and Approaches to Deal with the Potential Impasse as, First partial approval, then total negation, Repeat the counterpart’s opinion first, then weaken it, Persuade the other party with their own opinions, Impel the other party to make self-denial by raising questions,. Persuade the other party by standing on their side, Generalize and summarize, Induce the other party by asking back, Humor, Present a gift properly, Outside communication are analysed in details to provide guidance to the negotiators.
VL  - 9
IS  - 5
ER  -

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Author Information

Gao Yanhua

School of Business Administration, Xi’an Eurasia University, Xi’an, China

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APA Style

Gao Yanhua. (2021). Analysis on Impasses in International Business Negotiations. International Journal of Economics, Finance and Management Sciences, 9(5), 215-220. https://doi.org/10.11648/j.ijefm.20210905.17

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ACS Style

Gao Yanhua. Analysis on Impasses in International Business Negotiations. Int. J. Econ. Finance Manag. Sci. 2021, 9(5), 215-220. doi: 10.11648/j.ijefm.20210905.17

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AMA Style

Gao Yanhua. Analysis on Impasses in International Business Negotiations. Int J Econ Finance Manag Sci. 2021;9(5):215-220. doi: 10.11648/j.ijefm.20210905.17

Copy | Download

@article{10.11648/j.ijefm.20210905.17,
  author = {Gao Yanhua},
  title = {Analysis on Impasses in International Business Negotiations},
  journal = {International Journal of Economics, Finance and Management Sciences},
  volume = {9},
  number = {5},
  pages = {215-220},
  doi = {10.11648/j.ijefm.20210905.17},
  url = {https://doi.org/10.11648/j.ijefm.20210905.17},
  eprint = {https://article.sciencepublishinggroup.com/pdf/10.11648.j.ijefm.20210905.17},
  abstract = {During international business negotiations, the stakeholders of business activities in different countries or regions negotiate the various elements of a transaction for the purpose of economic interests or in order to complete a transaction. International business negotiations are very important in international business activities which are means to solve the conflict of interests and achieve common interests among the subjects of business activities of different countries. Impasses always appear in all phases of international business negotiations, which directly determines the success of negotiations. The paper focuses on Categories of Impasses, Causes of the Impasse, Principles for Avoiding the Impasse, Approaches to Deal with the Potential Impasse, The Golden Opportunities for Dealing with the Impasse, and Ways of Breaking the Impasse to deal with impasses of international business negotiations during all procedures to fulfill the anticipated objectives. Causes of impasse, as Divergent Objectives, One Party Has All the Say in the Negotiation, Be Overly Silent and Be Slow in Reacting, Extreme Sentiment, Negotiators Who Have Low Quality, Barrier to Information Communication, Use Both Hard and Soft Tactics to Procrastinate, A Change in the External Environment; and Approaches to Deal with the Potential Impasse as, First partial approval, then total negation, Repeat the counterpart’s opinion first, then weaken it, Persuade the other party with their own opinions, Impel the other party to make self-denial by raising questions,. Persuade the other party by standing on their side, Generalize and summarize, Induce the other party by asking back, Humor, Present a gift properly, Outside communication are analysed in details to provide guidance to the negotiators.},
 year = {2021}
}

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TY  - JOUR
T1  - Analysis on Impasses in International Business Negotiations
AU  - Gao Yanhua
Y1  - 2021/11/05
PY  - 2021
N1  - https://doi.org/10.11648/j.ijefm.20210905.17
DO  - 10.11648/j.ijefm.20210905.17
T2  - International Journal of Economics, Finance and Management Sciences
JF  - International Journal of Economics, Finance and Management Sciences
JO  - International Journal of Economics, Finance and Management Sciences
SP  - 215
EP  - 220
PB  - Science Publishing Group
SN  - 2326-9561
UR  - https://doi.org/10.11648/j.ijefm.20210905.17
AB  - During international business negotiations, the stakeholders of business activities in different countries or regions negotiate the various elements of a transaction for the purpose of economic interests or in order to complete a transaction. International business negotiations are very important in international business activities which are means to solve the conflict of interests and achieve common interests among the subjects of business activities of different countries. Impasses always appear in all phases of international business negotiations, which directly determines the success of negotiations. The paper focuses on Categories of Impasses, Causes of the Impasse, Principles for Avoiding the Impasse, Approaches to Deal with the Potential Impasse, The Golden Opportunities for Dealing with the Impasse, and Ways of Breaking the Impasse to deal with impasses of international business negotiations during all procedures to fulfill the anticipated objectives. Causes of impasse, as Divergent Objectives, One Party Has All the Say in the Negotiation, Be Overly Silent and Be Slow in Reacting, Extreme Sentiment, Negotiators Who Have Low Quality, Barrier to Information Communication, Use Both Hard and Soft Tactics to Procrastinate, A Change in the External Environment; and Approaches to Deal with the Potential Impasse as, First partial approval, then total negation, Repeat the counterpart’s opinion first, then weaken it, Persuade the other party with their own opinions, Impel the other party to make self-denial by raising questions,. Persuade the other party by standing on their side, Generalize and summarize, Induce the other party by asking back, Humor, Present a gift properly, Outside communication are analysed in details to provide guidance to the negotiators.
VL  - 9
IS  - 5
ER  -

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