Reframing Intercultural Negotiation Through Cultural Discount Theory

DOI

10.2991/assehr.k.211025.047How to use a DOI?

Keywords

Cultural intelligence, Intercultural negotiation, Cultural discount theory

Abstract

Regardless of the importance of exploring and dealing with intercultural differences in negotiation, there is a lack of theoretical development of intercultural negotiation. This paper attempts to reframe intercultural negotiation through cultural discount theory in response to the urgency of theoretical development in this field. Cultural discount theory originated from the field of media economics. Applying cultural discount theory to study intercultural negotiation could shed light on relevant research in two ways. First, the theory helps researchers and negotiators to investigate the complexity and effectiveness of negotiation messages. Second, the theory could serve as a lens through which findings from intercultural communication and negotiation could be examined and developed in an integrated way. Consequently, the application of cultural discount theory could lead to new research questions which would forward the study of intercultural negotiation.

Copyright

© 2021, the Authors. Published by Atlantis Press.

Open Access

This is an open access article distributed under the CC BY-NC license (http://creativecommons.org/licenses/by-nc/4.0/).

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TY  - CONF
AU  - Qingqing Hu
PY  - 2021
DA  - 2021/10/26
TI  - Reframing Intercultural Negotiation Through Cultural Discount Theory
BT  - Proceedings of the 2nd International Conference on Language, Communication and Culture Studies (ICLCCS 2021)
PB  - Atlantis Press
SP  - 285
EP  - 291
SN  - 2352-5398
UR  - https://doi.org/10.2991/assehr.k.211025.047
DO  - 10.2991/assehr.k.211025.047
ID  - Hu2021
ER  -