Religious belief and international business negotiations: Does faith influence negotiator behaviour?

Richardson, C; Rammal, HG

Religious belief and international business negotiations: Does faith influence negotiator behaviour?

Richardson, C Rammal, HG

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Publication Type:: Journal Article
Citation:: International Business Review, 2018, 27 (2), pp. 401 - 409
Issue Date:: 2018-04-01

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Field	Value	Language
dc.contributor.author	Richardson, C	en_US
dc.contributor.author	Rammal, HG https://orcid.org/0000-0002-3346-080X	en_US
dc.date.available	2020-10-01T19:08:32Z
dc.date.issued	2018-04-01	en_US
dc.identifier.citation	International Business Review, 2018, 27 (2), pp. 401 - 409	en_US
dc.identifier.issn	0969-5931	en_US
dc.identifier.uri	http://hdl.handle.net/10453/117838
dc.description.abstract	© 2017 Elsevier Ltd Religious observance is widespread and continues to influence managerial behaviour in many parts of the world. However, its role in international business negotiations has not received much scholarly attention. This study explores some of the key ways in which religious belief shapes negotiation behaviour. Focusing specifically on the Islamic context, and drawing on interviews with 27 religiously observant Muslim managers in Malaysia, the study found that commitment to a common religion among negotiators positively influenced certain components of the negotiation process through, for example, the use of religious/emotional appeal, which emphasised their 'spiritual camaraderie’. In some instances, however, we observed something of a paradox, whereby differing religious beliefs among negotiating counterparts were claimed to actually enhance, rather than hinder, negotiations.	en_US
dc.relation.ispartof	International Business Review	en_US
dc.relation.isbasedon	10.1016/j.ibusrev.2017.09.007	en_US
dc.rights	info:eu-repo/semantics/openAccess
dc.subject.classification	Business & Management	en_US
dc.title	Religious belief and international business negotiations: Does faith influence negotiator behaviour?	en_US
dc.type	Journal Article
utslib.citation.volume	2	en_US
utslib.citation.volume	27	en_US
utslib.for	1503 Business and Management	en_US
utslib.for	1505 Marketing	en_US
pubs.embargo.period	Not known	en_US
pubs.organisational-group	/University of Technology Sydney
pubs.organisational-group	/University of Technology Sydney/Faculty of Business
pubs.organisational-group	/University of Technology Sydney/Faculty of Business/Management Discipline
utslib.copyright.status	open_access	*
pubs.issue	2	en_US
pubs.publication-status	Published	en_US
pubs.volume	27	en_US

Abstract:

© 2017 Elsevier Ltd Religious observance is widespread and continues to influence managerial behaviour in many parts of the world. However, its role in international business negotiations has not received much scholarly attention. This study explores some of the key ways in which religious belief shapes negotiation behaviour. Focusing specifically on the Islamic context, and drawing on interviews with 27 religiously observant Muslim managers in Malaysia, the study found that commitment to a common religion among negotiators positively influenced certain components of the negotiation process through, for example, the use of religious/emotional appeal, which emphasised their 'spiritual camaraderie’. In some instances, however, we observed something of a paradox, whereby differing religious beliefs among negotiating counterparts were claimed to actually enhance, rather than hinder, negotiations.

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http://hdl.handle.net/10453/117838