Expatriate Managers as Negotiators: A Comparative Study on Australians in China and French in Brazil

Mona Chung and Kleber Luís Celadon
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Mona Chung: Cross Culture International (CCI)
Kleber Luís Celadon: University of the West of England

Chapter 19 in The Palgrave Handbook of Cross-Cultural Business Negotiation, 2019, pp 437-455 from Springer

Abstract: Abstract There has been an increase in the number of overseas assignments that are taken by expatriates. This chapter focuses on the challenges of communicating and negotiating in cross-cultural settings expatriates face when posted on overseas assignments. Using two case studies—Australian expatriates in China and French expatriates in Brazil—this chapter examines the importance of the home-country culture and the host-country culture in negotiation and communication. The chapter presents a conceptual framework illustrating why success in cross-cultural negotiation and communication of expatriate managers with local staff is essential to the success of the expatriates’ assignments. Beyond its contributions to understanding negotiation styles of people in the four countries we discuss, this chapter also contributes to the literature by focusing specifically on the role of managers and leaders who must communicate and negotiate around the world when posted on expatriate assignments. The comparative study illustrates the diverse and complex issues and interactions we now encounter in today’s globalized world, spotlighting the importance of negotiation and communication for expatriates seeking to transfer knowledge from one culture to another to achieve knowledge integration.

Keywords: Communication; Cross-cultural; Expatriates; Knowledge integration; Negotiation (search for similar items in EconPapers)
Date: 2019
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-030-00277-0_19

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DOI: 10.1007/978-3-030-00277-0_19

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