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Business Diplomacy TodayBringing international relations and geopolitics to the business world
Bringing international relations and geopolitics to the business world. Sponsored and presented by the Indo-German Centre for Business Excellence. Language: en-us Genres: Business, Management, Science, Social Sciences Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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International Negotiations
Episode 33
Monday, 8 September, 2025
In this episode of “Business Diplomacy Today, Daniel Jones, Professor of Management at the University of Nevada, Reno joins host Matthias Catón, to explore the complexities of negotiation in international and cross-cultural business contexts. The discussion begins by broadening the definition of negotiation, highlighting that it permeates every aspect of daily life and is not limited to transactional haggling. Jones explains that effective negotiation should be viewed as an information-gathering process aimed at maintaining long-term relationships rather than as an adversarial battle. The episode delves into the psychological underpinnings of negotiation, particularly the influence of the “dark triad”—Machiavellianism, psychopathy, and narcissism—on negotiation tactics and ethics. Jones notes that while most people act ethically in negotiations, a minority exploit deception and lack empathy, demanding greater vigilance and preparation when dealing with such individuals. The conversation moves to the international stage, using examples like Donald Trump’s negotiation style to illustrate the risks and short-term nature of aggressive, ego-driven tactics. Jones observes that while such styles might bring immediate gains, they often breed resistance and retaliatory behavior, ultimately undermining relationships and sowing nationalistic fervor. Cross-cultural negotiation presents additional challenges, from differing attitudes towards information sharing and trust-building to the impact of individualistic versus collectivistic mindsets. For instance, what may appear deceptive in one culture could be a normative communication style in another. Building rapport and understanding cultural context—such as the importance of informal relationship-building before business discussions in many countries—are vital to successful outcomes. Jones offers practical advice, recommending the use of open-ended questions to encourage dialogue and gather information, and emphasizes the importance of investigating a counterpart’s reputation, especially when “dark triad” personalities are suspected. Recognizing non-answers and red herrings is also crucial for uncovering potential deception. He also underscores the necessity for self-awareness regarding one’s own cultural and demographic background, as these factors influence both perception and effectiveness in negotiations. Trust, relationship-building, and cultural sensitivity are highlighted as increasingly critical skills. In his predictions for the future, Jones expects a gradual homogenization of business negotiation practices towards individualism, a shift in public sentiment away from ego-driven tactics, and a renewed emphasis on personal relationships and trust because of technological and social changes. Ultimately, this episode underscores why understanding negotiation—in all its psychological and cultural complexity—is indispensable in today’s interconnected and rapidly evolving global business environment. About the guest Daniel Jones is a Professor of Management at the University of Nevada, Reno, having received his PhD in personality and social psychology in 2011 from the University of British Columbia. With a background in psychology, Dr. Jones has conducted research on topics ranging from culture, health, law, and stereotypes. In particular, Dr. Jones is a leading researcher in personality psychology, focusing on destructive personalities such as Machiavellianism, psychopathy, and narcissism, often referred to as the Dark Triad. He also studies deception and the contextual factors that drive dishonesty. His research has implications for business ethics, workplace climate, and organizational deviance. Dr. Jones is also a speaker and consultant, applying evidence-based solutions for toxic work environments. Executive Briefing – what you should read now Di Stasi, M., Templeton, E., & Quoidbach, J. (2024). Zooming out on bargaining tables: Exploring which conversation dynamics predict negotiation outcomes. Journal of Applied Psychology, 109(7), 1077–1093. https://doi.org/10.1037/apl0001136 TEDx Talk by Alexandra Carter: “How to ask for more — and get it” (TEDxReno, 2024)https://www.youtube.com/watch?v=-3w5Iw6fYZY
