Main Article Content
Abstract
In the realm of business negotiations, persuasive communication stands as a cornerstone for achieving favorable outcomes. It involves the strategic use of language, body language, and emotional intelligence to influence counterparts towards mutually beneficial agreements. Understanding the nuances of persuasive communication in this context is crucial for navigating the complexities of modern business interactions. This study aims to explore the strategies and techniques of persuasive communication in business negotiations, with a focus on understanding its underlying principles, practical applications, and impact on negotiation outcomes. Through a comprehensive review of existing literature, the study seeks to identify key trends, challenges, and opportunities in the field, providing insights for practitioners and researchers alike. The research methodology employed in this study is a thorough literature review conducted using NVivo, a qualitative analysis software. Relevant sources including books, academic journals, articles, and reports were collected and analyzed to gain insights into persuasive communication strategies in business negotiations. The data collected were systematically analyzed to identify recurring themes, patterns, and relationships, providing a rich understanding of the subject matter. The study findings reveal a myriad of persuasive communication strategies and techniques employed in business negotiations, ranging from linguistic tactics to nonverbal cues and emotional appeals. Key themes identified include the importance of building rapport, understanding counterpart motivations, and adapting communication approaches to suit diverse cultural contexts. The implications of this study extend to both practitioners and researchers in the field of business negotiations. Practitioners can gain valuable insights into effective communication strategies, enabling them to navigate negotiations with confidence and finesse.
Keywords
Article Details
![Creative Commons License](http://i.creativecommons.org/l/by/4.0/88x31.png)
This work is licensed under a Creative Commons Attribution 4.0 International License.
References
- Ahearne, M., Atefi, Y., Lam, S. K., & Pourmasoudi, M. (2022). The future of buyer–seller interactions: a conceptual framework and research agenda. Journal of the Academy of Marketing Science, 50(1), 22–45. https://doi.org/10.1007/s11747-021-00803-0
- Akpan, I. J., Soopramanien, D., & Kwak, D. H. (2021). Cutting-edge technologies for small business and innovation in the era of COVID-19 global health pandemic. Journal of Small Business and Entrepreneurship, 33(6), 607–617. https://doi.org/10.1080/08276331.2020.1799294
- Alafnan, M. A., Dishari, S., Jovic, M., & Lomidze, K. (2023). ChatGPT as an Educational Tool: Opportunities, Challenges, and Recommendations for Communication, Business Writing, and Composition Courses. Journal of Artificial Intelligence and Technology, 3(2), 60–68. https://doi.org/10.37965/jait.2023.0184
- Aririguzoh, S. (2022). Communication competencies, culture and SDGs: effective processes to cross-cultural communication. Humanities and Social Sciences Communications, 9(1), 1–11. https://doi.org/10.1057/s41599-022-01109-4
- Beer, M. A. (2021). Civil Resistance Tactics in the 21st Century.
- Cartwright, S., Liu, H., & Raddats, C. (2021). Strategic use of social media within business-to-business (B2B) marketing: A systematic literature review. Industrial Marketing Management, 97(May 2020), 35–58. https://doi.org/10.1016/j.indmarman.2021.06.005
- CRESWELL, J. W. (2014). RESEARCH DESIGN (Numbers 239–245).
- Fasihullah, A., Awan, B., Khan, A., & Authors, T. (2023). Negotiating in the Digital Age: Exploring the Role of Technology in Modern Negotiations. Law and Policy Review (LPR), 2(1), 89–117.
- Fraccastoro, S., Gabrielsson, M., & Pullins, E. B. (2021). The integrated use of social media, digital, and traditional communication tools in the B2B sales process of international SMEs. International Business Review, 30(4), 101776. https://doi.org/10.1016/j.ibusrev.2020.101776
- Geiger, I. (2020). From Letter to Twitter: A Systematic Review of Communication Media in Negotiation. In Group Decision and Negotiation (Vol 29, Number 2). Springer Netherlands. https://doi.org/10.1007/s10726-020-09662-6
- Hobbs, R. (2020). Propaganda in an Age of Algorithmic Personalization: Expanding Literacy Research and Practice. Reading Research Quarterly, 55(3), 521–533. https://doi.org/10.1002/rrq.301
- Ihlen, Ø. (2020). Science communication, strategic communication and rhetoric: the case of health authorities, vaccine hesitancy, trust and credibility. Journal of Communication Management, 24(3), 163–167. https://doi.org/10.1108/JCOM-03-2020-0017
- Kalogiannidis, S. (2021). Business Trust and Communication as Predictors of Business Growth. WSEAS Transactions on Business and Economics, 18, 1512–1522. https://doi.org/10.37394/23207.2021.18.138
- Milton, K., Bauman, A. E., Faulkner, G., Hastings, G., Bellew, W., Williamson, C., & Kelly, P. (2020). Maximising the impact of global and national physical activity guidelines: The critical role of communication strategies. British Journal of Sports Medicine, 54(24), 1463–1467. https://doi.org/10.1136/bjsports-2020-102324
- Mohamed Nour, M., & Kisa, A. (2024). Political Leaders’ Communication Strategies during COVID-19 in Highly Infected Countries: A Scoping Review. Healthcare (Switzerland), 12(6). https://doi.org/10.3390/healthcare12060607
- Paguntalan, L. C. (2020). The Effectiveness of Promotional Mix of Pharmaceutical Companies in the Philippines: The Sales Force Perspective. Asian Journal of Research in Business and Managemen, 2(1), 1–10.
- Park, J. Y., Perumal, S. V., Sanyal, S., Ah Nguyen, B., Ray, S., Krishnan, R., Narasimhaiah, R., & Thangam, D. (2022). Sustainable Marketing Strategies as an Essential Tool of Business. American Journal of Economics and Sociology, 81(2), 359–379. https://doi.org/10.1111/ajes.12459
- Prassa, K., & Stalikas, A. (2020). Towards a Better Understanding of Negotiation: Basic Principles, Historical Perspective and the Role of Emotions. Psychology, 11(01), 105–136. https://doi.org/10.4236/psych.2020.111008
- Sabri, Suhatman, & Nasfi. (2020). Nagari or Village Government Communication Strategies in Improving Rural Economic Development. Safety Science, 2(1), 1–8.
- SALEH, N. F., ROOZENBEEK, J., MAKKI, F. A., MCCLANAHAN, W. P., & VAN DER LINDEN, S. (2021). Active inoculation boosts attitudinal resistance against extremist persuasion techniques: a novel approach towards the prevention of violent extremism. Behavioural Public Policy, February 2021, 1–24. https://doi.org/10.1017/bpp.2020.60
- Scannell, D., Desens, L., Guadagno, M., Tra, Y., Acker, E., Sheridan, K., Rosner, M., Mathieu, J., & Fulk, M. (2021). COVID-19 Vaccine Discourse on Twitter: A Content Analysis of Persuasion Techniques, Sentiment and Mis/Disinformation. Journal of Health Communication, 26(7), 443–459. https://doi.org/10.1080/10810730.2021.1955050
- Shaddiq, S., Iyansyah, M. I., Sari, S., & Zainul, H. M. (2021). Effect of Marketing Promotion Management on Public Service Advertising in Strengthening Digital Communication. Strategic Management Business Journal, 1(02), 1–16. https://doi.org/10.55751/smbj.v1i02.16
- Shankar, V., Grewal, D., Sunder, S., Fossen, B., Peters, K., & Agarwal, A. (2022). Digital marketing communication in global marketplaces: A review of extant research, future directions, and potential approaches. International Journal of Research in Marketing, 39(2), 541–565. https://doi.org/10.1016/j.ijresmar.2021.09.005
- Sheng, X., Zeng, Z., Zhang, W., & Hu, Y. (2022). Vlogger’s persuasive strategy and consumers’ purchase intention: The dual mediating role of para-social interactions and perceived value. Frontiers in Psychology, 13. https://doi.org/10.3389/fpsyg.2022.1080507
- Shestakofsky, B., & Kelkar, S. (2020). Making platforms work: relationship labor and the management of publics. Theory and Society, 49(5–6), 863–896. https://doi.org/10.1007/s11186-020-09407-z
- Simosi, M., Rousseau, D. M., & Weingart, L. R. (2021). Opening the Black Box of I-Deals Negotiation: Integrating I-Deals and Negotiation Research. Group and Organization Management, 46(2), 186–222. https://doi.org/10.1177/1059601121995379
- Singh, S. K., Marinova, D., & Singh, J. (2020). Business-to-Business E-Negotiations and Influence Tactics. Journal of Marketing, 84(2), 47–68. https://doi.org/10.1177/0022242919899381
- Smolinski, R., & Xiong, Y. (2020). In Search of Master Negotiators: A Negotiation Competency Model. Negotiation Journal, 36(3), 365–388. https://doi.org/10.1111/nejo.12332
- Stek, K., & Schiele, H. (2021). How to train supply managers – Necessary and sufficient purchasing skills leading to success. Journal of Purchasing and Supply Management, 27(4), 100700. https://doi.org/10.1016/j.pursup.2021.100700
- Sugiyono. (2017). Metode Penelitian Kuantitatif, Kualitatif, dan R&D. Alfabeta.
- Sulaiman, A. I., & Ahmadi, D. (2020). Empowerment communication in an islamic boarding school as a medium of harmonization. Jurnal Komunikasi: Malaysian Journal of Communication, 36(4), 323–338. https://doi.org/10.17576/JKMJC-2020-3604-20
- Tanjung, I. S., Tanjung, H., & Wibowo, Y. S. (2021). Development of Tourism Communication Model Based on Local Wisdom in Padangsidimpuan. Budapest International Research and Critics Institute-Journal (BIRCI-Journal), 4(4), 9877–9885.
- van Ruler, B. (2018). Communication Theory: An Underrated Pillar on Which Strategic Communication Rests. International Journal of Strategic Communication, 12(4), 367–381. https://doi.org/10.1080/1553118X.2018.1452240
- Wafik, A. Z. (2023). Kajian Sosial Ekonomi Dampak Rencana Pembangunan Puskesmas di Kecamatan Taliwang, Kabupaten Sumbawa Barat. MUSLIMPRENEUR, 3(2), 1689–1699.
- Wang, R., Bush-Evans, R., Arden-Close, E., Bolat, E., McAlaney, J., Hodge, S., Thomas, S., & Phalp, K. (2023). Transparency in persuasive technology, immersive technology, and online marketing: Facilitating users’ informed decision making and practical implications. Computers in Human Behavior, 139(July 2022), 107545. https://doi.org/10.1016/j.chb.2022.107545
- Yusmiati. (2021). Enhancing Public Speaking Ability Through Focus Group Discussion. Jurnal PAJAR (Pendidikan dan Pengajaran), 5, 519–525.