The influence of intercultural and psychological features of negotiation participants on communication style and decision-making (case studies of negotiation processes)

• Tatiana Zhukova Universidad Financiera del Gobierno de la Federación de Rusia, Federación de Rusia; Universidad Nacional de Ciencia y Tecnología MISIS (la MISIS). https://orcid.org/0000-0002-2184-4814
• Yana Uspenskaya Universidad Financiera del Gobierno de la Federación de Rusia, Federación de Rusia. https://orcid.org/0009-0005-5149-5562
• Daria Sukhorukova Universidad Financiera del Gobierno de la Federación de Rusia, Federación de Rusia. https://orcid.org/0000-0003-4712-9621
• Yulia Drobotenko Universidad Pedagógica Estatal de Omsk, Federación de Rusia. https://orcid.org/0000-0002-5973-3335
• Natalia Nazarova Universidad Pedagógica Estatal de Omsk, Federación de Rusia. https://orcid.org/0000-0002-6899-0835
• Svetlana Golerova Universidad de Minería de San Petersburgo, Federación de Rusia. https://orcid.org/0000-0002-0530-3663

DOI: https://doi.org/10.5281/zenodo.15080110

Keywords: intercultural communication, psychological features, negotiation, Eastern context, high-context communication

Abstract

The article delves into the persistent presence and influence of intercultural psychological characteristics and their effect on intercultural negotiation. Interpersonal relationships and trust play a crucial role in cross-cultural negotiations. The level of trust, rapport and respect within a negotiation is strongly influenced by cultural background, which in turn affects the willingness to make concessions and find mutually beneficial solutions. The objective is to establish the mechanisms for evaluating the intercultural psychological characteristics of negotiation within the prospective Eastern context. Analytical, methodical and classification methods served as the basis for the research and made it possible to achieve the specified objective. The results include strategies formulated for effective communication using psychological characteristics in the context of cross-cultural negotiation and a set of case studies of psychological characteristics of negotiations. Future research on the subject could focus on determining the scenarios of the intercultural psychological characteristics of negotiation in the prospective Eastern context and on the creation of new intercultural models of cooperation with Eastern countries.

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