| E-negotiations present challenges when conducting business with individuals who prefer face-to-face negotiations. Although China's expanding role in international commerce provides opportunities for business transactions between Chinese and American businesspeople, cultural differences between China and the West create diverse styles of conducting business including the preference in the negotiation platform used. Therefore, research that provides information concerning the methods of online negotiations that can facilitate successful international business negotiations is essential. The purpose of this qualitative study was to explore the perceived challenges encountered by Chinese and American businesspeople when conducting e-negotiations with their American and Chinese counterparts, respectively. A multiple-case study research design was used to satisfy the goal of this exploratory research. Data was collected through multiple sources, including in-depth individual interviews, subject matter expert (SME) review, and reflection of the data collected. The researcher conducted 12 in-depth, e-communication interviews. Six with Chinese businesspeople and six with American businesspeople participated in the study. |
