Paper Details
Title Intercultural Negotiations: Issues and Challenges in the Oil and Gas Industry from Malaysian Perspective
AuthorsSHAHRINA MD NORDIN, SUBASHINI VASSEKARAN and GURKIRPAL SINGH GROVER
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. Key Words: Intercultural Negotiations, Challenges in Oil and Gas Industry, Malaysia.

Pages 1385-1393
Volume 3
Issue 3
Part 1
File Name Download (1981)
DOI/AUN

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