How Intercultural Communication Enhances Negotiation Success in Multinational Corporations

Arthoffer Csenge (2025) How Intercultural Communication Enhances Negotiation Success in Multinational Corporations. Nemzetközi Gazdálkodás Kar (2025-)-.

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Absztrakt (kivonat)

This thesis focuses on the function of how intercultural communication influences a multinational corporation (MNC) business’s negotiating ability. Like the expansion of globalization promotes international cooperation, team members from diverse cultural backgrounds must cooperate and work together over various communication habits, values, and expectations. It consolidates the recent insight that if we want negotiations to be successful, then technical knowledge and business techniques are not enough. Instead, better outcomes increasingly require cultural insight and adaptability in communication, as well as the ability to build trust across cultures. The thesis is based on key influential models of intercultural communication. The thesis draws on Hofstede's cultural dimensions, showing how attitudes toward hierarchy, group loyalty, within (un)certainty, competition, and cooperation affect negotiating behaviour. Borrowing the thesis from Hall, his high-context and low-context communication theories, time orientation, and hidden cultural assumptions explain how identical messages can be interpreted differently. This can lead to misunderstandings and conflict. Trompenaars' framework stresses the usually unseen differences in societies' attitudes towards rules, relationships, and emotional expression, as societal differences have important implications for negotiation. Together, these models reflect that empathy, openness, self-consciousness, and a feel for the environment are necessary aptitudes to cope with dealings in global marketing. Primary research comprised a structured online questionnaire targeted intentionally for individuals working or who have worked in culturally diverse multinational environments. A total of 122 respondents took part in the survey, representing a wide range of ages, nationalities, and organizational backgrounds. The results of which the overall findings are broadly similar to those reported by Hofstede’s findings show that employees overwhelmingly see intercultural communication as a major influence on negotiation outcomes. An overwhelming majority agreed that changes in communication styles and also sensitivity to cultural differences led to smoother discussions, fewer misunderstandings, and even a greater likelihood of reaching an agreement. High levels of cultural intelligence (CQ), like empathy, consciousness, and adaptability, uniformly go hand-in-hand with better negotiation performance and longer-term business relations. Trust-building emerged from my findings as one of the most critical components of negotiation success. Respondents indicated that trust was built not only through contracts with a formal framework but also with respectful communication, cultural sensitivity, and correctly reading the signals. The results also demonstrate that intercultural training is valued and raises communication confidence. However, its quality, practicality, and the level of organizational support provided for this vary greatly. Many respondents felt programmes were not consistent with their everyday needs in negotiations or lacked a hands-on approach. In conclusion, this paper demonstrates that intercultural communication plays a really essential role in the success of negotiations and the building of long-term partnerships within MNCs. It can be seen clearly that employees understand the need for communication adaptability, cultural intelligence, and building trust to get good negotiation results. At the same time, this research highlights things that organizations need to do better on, particularly in training that has more practical aspects. By investing in these competencies, multinational firms can reduce misunderstandings that can be costly for them, improve cooperation, and strengthen their competitive position in an ever more interconnected global environment

Intézmény

Budapesti Gazdasági Egyetem

Kar

Nemzetközi Gazdálkodás Kar (2025-)-

Tudományterület/tudományág

NEM RÉSZLETEZETT

Szak

Nemzetközi gazdálkodás

Mű típusa:	diplomadolgozat (NEM RÉSZLETEZETT)
Kulcsszavak:	Corporate Training & Organizational Support, Cultural Intelligence, intercultural communication, Multinational Corporations, Negotiation Success
SWORD Depositor:	User Archive
Felhasználói azonosító szám (ID):	User Archive
Rekord készítés dátuma:	2026. Júl. 09. 11:44
Utolsó módosítás:	2026. Júl. 09. 11:44

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