Proceedings of the FIREtalk Conference - Research on FIRE! (research-on-fire 2025)

FIREtalk Conference - Research on FIRE! (research-on-fire 2025)

📍Mannheim, Germany🗓️ 26-28 August 2025
<Previous Article In Volume
Next Article In Volume>

Global Patterns in Negotiation Channels: Evidence of a Geographic Divide

Authors
Saira Moinuddin-Huber1, *
1DHBW Lörrach, Hangstraße 46 – 50, 79539, Lörrach, Germany
*Corresponding author. Email: saira.moinuddin-huber@negostrats.com
Corresponding Author
Saira Moinuddin-Huber
Available Online 13 June 2026.
DOI
10.2991/978-94-6239-705-7_24How to use a DOI?
Keywords
Negotiation Channels; Geographic Divide; Cross-Regional Business Strategy
Abstract

This paper displays how global corporate settings select negotiation channels in strategically for international transactions. Based on an interdisciplinary review the interplay between informal digital negotiations, and the organizational and cultural contexts in which they are applied is analyzed. Applying a triangular approach combining empirical evidence, comparative analysis, and theoretical integration, this study uncovers regional patterns in negotiation channel preferences and their underlying drivers. The results highlight that alignment between regional negotiation habits and commercial strategies significantly shapes negotiation outcomes, risk management, and the durability of business relationships. By identifying a geographic divide in negotiation channel use, this interdisciplinary research advances a more contextualized understanding of global negotiation practices and provides an understanding for international managers and policymakers.

Copyright
© 2026 The Author(s)
Open Access
Open Access This chapter is licensed under the terms of the Creative Commons Attribution-NonCommercial 4.0 International License (http://creativecommons.org/licenses/by-nc/4.0/), which permits any noncommercial use, sharing, adaptation, distribution and reproduction in any medium or format, as long as you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons license and indicate if changes were made.

Download article (PDF)

<Previous Article In Volume
Next Article In Volume>
Volume Title
Proceedings of the FIREtalk Conference - Research on FIRE! (research-on-fire 2025)
Series
Advances in Social Science, Education and Humanities Research
Publication Date
13 June 2026
ISBN
978-94-6239-705-7
ISSN
2352-5398
DOI
10.2991/978-94-6239-705-7_24How to use a DOI?
Copyright
© 2026 The Author(s)
Open Access
Open Access This chapter is licensed under the terms of the Creative Commons Attribution-NonCommercial 4.0 International License (http://creativecommons.org/licenses/by-nc/4.0/), which permits any noncommercial use, sharing, adaptation, distribution and reproduction in any medium or format, as long as you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons license and indicate if changes were made.

Cite this article

risenwbib
TY  - CONF
AU  - Saira Moinuddin-Huber
PY  - 2026
DA  - 2026/06/13
TI  - Global Patterns in Negotiation Channels: Evidence of a Geographic Divide
BT  - Proceedings of the FIREtalk Conference - Research on FIRE! (research-on-fire 2025)
PB  - Atlantis Press
SP  - 341
EP  - 358
SN  - 2352-5398
UR  - https://doi.org/10.2991/978-94-6239-705-7_24
DO  - 10.2991/978-94-6239-705-7_24
ID  - Moinuddin-Huber2026
ER  -