| The international business.negotiation ability appears to.be increasingly more important under the background of proposed policy of "The Belt and Road Initiatives","Reform and opening-up" and Enterprises' "going out".However,there is huge shortage of professional qualified international business negotiators with a good command of foreign languages.Therefore,how to measure and enhance business negotiation ability both at individual level and corporate level is still a blank spot,which is an important issue to be studied urgently.On the basis of studying the multidisciplinary theory and theoretical model of psychology,negotiation,linguistics,cross-cultural communication and corporate competitiveness,this study first puts forward the core concept of "international business negotiation competitiveness",constructing the theoretical model of"comprehensive business negotiation competitiveness index".Through the data validation and revision of the index model,the indicator system of "comprehensive business negotiation competitiveness index" was finally determined,which was applied directly to measure corporates' negotiation competitiveness,meanwhile examined the impact of business negotiation competitiveness on corporates' export performance.The study selected 356 questionnaire sample data for constructing and optimizing the model,to determine the "comprehensive business negotiation competitiveness" evaluation system,a total of two first-level indicators,eight second-level indicators and 12 third-level indicators.Then with the use of these indicators,business negotiation competitiveness of 92 foreign trade enterprises in Shandong Province were measured and sorted,and the impact on corporates' export performance was studied based on the export data of these enterprises by using econometric model.The study yields four important findings:1).The comprehensive international business negotiation competitiveness includes two factors and eight sub-elements.Specifically,it is composed of personal business negotiation intelligence and enterprise business negotiation ability.The former consists of intellectual intelligence,cognitive intelligence,verbalintelligence,emotional intelligence and behavioral intelligence while practical ability,organizational flexibility and learning ability compose the latter ability.2).The comprehensive international business negotiation competitiveness has a significant positive impact on corporates' export performance:the export value increased by approximately 7.5%with one point increase of corporate comprehensive business negotiation competitiveness.Specifically,both personal business negotiation intelligence and corporates' business negotiation capability have significant positive effects on the export performance:the export value increased by 4.85%with 1 point rise of personal business negotiation intelligence,while the export value rose by 8.82%with every one point increase of corporate business negotiation ability.3).There are obvious differences in the impact of different corporate business negotiation competitiveness on export performance:export value of middle-score business negotiation competitiveness group is 32.7%higher than the benchmark group(lowest scores of 30 enterprises);export value of top 30 corporates group is 93.8%higher than the benchmark group.4).Linguistic intelligence in business negotiation has a positive impact on corporate export performance.Both of the linguistic intelligence and its three sub-elements have positive effects on export performance:the export value increases by about 8.5%with every one point rise of linguistic intelligence,one point increase of foreign language skill improves the export value by 8.27%;one point of communication skill rise leads to increase of the export value by 6.7%and the influence of the conversational capacity on the export performance is relatively minor:4.72%.Similarly,the impact of different negotiation linguistic intelligence on export performance is also different:with other variables remain unchanged,compared with the benchmark group(lowest-scored 30 enterprises),the export value of middle-scored linguist intelligence is 26.3%higher on average,and high-scored group is 34.5%higher.The study has theoretical,methodological and practical contributions.Theoretically,it built the international business negotiation competitiveness evaluation model and index model,created the international business negotiation competitiveness inventory,and put forward the theoretical hypothesis on correlation between international business negotiation competitiveness and corporate export performance.Methodologically,it adopted qualitative method of NVivo to extract the elements of evaluation indicators;Factor analysis method was used to explore and confirm the' items of international business negotiation competitiveness inventory;the.study combined Analytic Hierarchy.Process(AHP)and SEM to determine.the final integrative weight of each.indicator;,econometric model was adopted to study the correlation between the international business negotiation competitiveness and corporate export performance,and further between linguistic intelligence and corporate export performance of foreign trade enterprises.Practically,the study has implication for corporates negotiation training and research,for Business English and business negotiation teaching and research in the futureIn conclusion,the international business negotiation competitiveness indicator and index system theoretically initiated the evaluation system of business negotiation,broadened the research insights and methods of business negotiation researchers,meanwhile,the paper,from the practice,can directly promote China's enterprises "going out" and foreign trade import and export,is of practical significance and application value. |
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