Distributive/integrative negotiation strategies in cross-cultural contexts: a comparative study of the USA and Italy

Benetti, Sara; Ogliastri, Enrique; Caputo, Andrea

doi:10.1017/jmo.2020.47

Cited by 10 publications

(5 citation statements)

References 70 publications

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“…In previous studies, German wine producers have attested a high professionalism in export [30]. Global wine experts particularly appreciate the exporters' in-depth knowledge of the market, reflecting high esteem for Germany as "oiled machine"-hence, high reliability and fair treatments [124,[183][184][185][186]. The above-presented results thereby reinforce prior findings in regard to the fulfillment of export success factors by German wine producers with a need to take action.…”

Section: Discussionsupporting

confidence: 82%

Destination-Centric Wine Exports: Offering Design Concepts and Sustainability

Dreßler

2023

Beverages

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With more than 40% of produced wine crossing borders, wine represents a truly global beverage. Wine export serves as a sales lever, especially for producers where home wine consumption diminishes but the global wine business is highly competitive. The literature tells that in competitive market innovation, customer centrism, and increasing sustainability are key. Wine export offerings need to meet the customer’s desires in the targeted foreign destinations. German wine providers have to catch-up in regard to destination-specific preferences so they can offer adaptation or suffer a competitive disadvantage in sustainability positioning. The main aims of this study were to validate the importance of sustainability in wine import and to explore destination-specific preferences and potential sustainable offer designs on the basis of new, fungus-resistant grape (FRG) wines by an explorative, qualitative approach. Evaluating the key export markets for German wine, the study delved into a performance assessment on how German providers who are marked by small-scale structures and fragmentation are positioned in regard to the primary purchasing factors in global wine competition, in regard to sustainability, and how to overcome performance gaps by tailoring destination-specific export offerings. In order to close a lack of research on destination-oriented sustainable wine offer design and to provide orientation for practitioners, an empirical study tested wine export offerings in the form of four concepts with a strong emphasis on sustainability and FRGs. More than 100 wine experts in the five key countries for German wine exports served to explore country preferences for offer elements and perceived performance of German wine producers. The interviews revealed (a) that sustainability is a must for wine export sales; (b) that German wine producers limp in sustainability reputation; (c) the existence of country-specific preferences allowing exporters to tailor their offerings to the specific needs in their ambition to increase export performance; (d) that German wine producers can potentially claim sustainability on the basis of a fitting concept; (e) FRGs are potentially suited to reposition innovatively and sustainably; (f) a playful exploitation of stereotypes for German suppliers is risky; (g) that an offer concept on sustainability and “made in Germany” characteristics (design, technology, and reliability) is highly regarded potentially allowing to escape price cutting in their key export destinations.

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Section: Discussionsupporting

confidence: 82%

Destination-Centric Wine Exports: Offering Design Concepts and Sustainability

Dreßler

2023

Beverages

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“…In contrast, Thompson et al (in Abigail et al, 2018) stated that to press their demands, negotiators come up with distributive integrative strategies. According to Benetti et al (2021), distributive negotiation includes a zero-sum game action, in which one party loses and the other wins, as well as conducting a bargaining process. While on the other hand, integrative negotiation is a type of negotiation that aims to explore interests and to create mutual value through cooperation, where the agreement reached benefits all parties that fulfill their interests.…”

Section: Resultsmentioning

confidence: 99%

Importance of Communication Process in Negotiation

Adinda,

Barkah,

Novel

2022

jebe

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Negotiations that involve two or more parties in reaching an agreement can't be separated from the communication in its process. Good and effective communication skills willl make negotiations effective as well. This study aims to analyze the importance of communication process in negotiation through qualitative descriptive method, or more accurately is secondary data analysis method using existing data, which are then expressed into words that describe the essential role of communication process in negotiation. The results of the study showed that negotiation as one of business activity that involves two or more parties in its process certainly can't be separated from communication in order to reach a mutual agreement. Communication as a process of exchanging messages from one party to another plays an important role in negotiations, where a negotiator with good communication skills must be able to convey a message that is easily understood by the other party, also be able to read or understand the intent of the message sent by other party, both verbally and non-verbally. Thus, both parties will be able to compromise so that an agreement is reached that meets each party's needs as expected. Based on the results obtained, it can be concluded that the communication process in negotiations can be said to be one of the key success factors in negotiations that aim to reach an agreement that is beneficial for each party involved.

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“…Other factors such as perceived fairness and power equality could be explored in relation with the improvement of social sustainability [8]. Additionally, despite our assumptions, there are cultural contexts in which gender diversity is not common Therefore, this antecedent of gender equality may not be applicable to cultural or organizational settings in which it is hitherto different [106].…”

Section: Discussionmentioning

confidence: 95%

Bringing the Social Back into Sustainability: Why Integrative Negotiation Matters

Elgoibar

Shijaku

2022

Sustainability

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Although economic and environmental paradigms of sustainability in organizations are highly researched, more work is needed to understand the mechanisms concerning the impact of social factors. Given the importance of social sustainability in current organizational contexts, we explore how gender dimensions (diversity, equality) and social capital dimensions (embeddedness, cohesion) can lead to the betterment of socially driven, sustainable outcomes. Our conceptual framework and propositions are centered on how negotiation—particularly in its integrative form—is likely to promote social sustainability. Our study contributes to the ongoing research on the latest socially driven trends of sustainability in organizations.

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Distributive/integrative negotiation strategies in cross-cultural contexts: a comparative study of the USA and Italy

Cited by 10 publications

References 70 publications

Destination-Centric Wine Exports: Offering Design Concepts and Sustainability

Destination-Centric Wine Exports: Offering Design Concepts and Sustainability

Importance of Communication Process in Negotiation

Bringing the Social Back into Sustainability: Why Integrative Negotiation Matters

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