Purpose

The acceleration of globalized commerce and economic activities has meant that conventional and Shariah (Islamic law) compliant organizations transact and negotiate among themselves. Therefore, this study aims to explore the concept of corporate negotiation and the communicative principles that guide the negotiation process among Shariah-compliant organizations.

Design/methodology/approach

The study uses a qualitative method through an inductive interpretative approach by conducting 20 in-depth interviews among four groups of experts. These consist of three muftis, ten academicians in Islamic assets, finance and asset jurisprudence; three practitioners in charge of inter-organizational negotiation and decision-making; and four shariah board members of selected Islamic banks.

Findings

The findings reported that business negotiation is used by Islamic organizations for reconciliation, consultation, resolving disagreements and as a means of achieving spiritual satisfaction. Furthermore, the key communicative principles of the negotiation process consist of the credibility of informational exchange, flexible interactions and the openness and truthful disclosure of information.

Research limitations/implications

The empirical data discussed in this study supports the claim that macro-environmental factors and social and cultural values should be considered when examining business negotiating behaviors. However, this study focuses only on the banking/service organization negotiation. Therefore, future research should focus on the Islamic negotiation process in the context of diplomatic and international relations.

Practical implications

The findings reported in this study offer insight for negotiators operating among Islamic organizations to understand the principles and process of negotiation in the purview of Shariah standards and principles.

Originality/value

In terms of theoretical implications, this study reveals a clear conceptual difference between the conventional concept and the Islamic perspective of corporate negotiation. Also, this study highlights the impact of organizational culture, specifically Islamic management strategies, on the business negotiation process and business communication principles.

中文翻译：

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探讨伊斯兰企业组织谈判的概念和沟通原则

目的

全球化商业和经济活动的加速意味着传统组织和符合伊斯兰教法的组织之间可以进行交易和谈判。因此，本研究旨在探讨企业谈判的概念以及指导符合伊斯兰教法的组织之间谈判过程的沟通原则。

设计/方法论/途径

该研究采用定性方法，通过归纳解释方法，对四组专家进行了 20 次深度访谈。其中包括三名穆夫提、十名伊斯兰资产、金融和资产法学领域的院士；负责组织间谈判和决策的从业人员3名；以及选定伊斯兰银行的四名伊斯兰教法董事会成员。

发现

调查结果表明，伊斯兰组织利用商务谈判来实现和解、协商、解决分歧以及获得精神满足。此外，谈判过程的关键沟通原则包括信息交换的可信性、互动的灵活性以及信息的公开和真实披露。

研究局限性/影响

本研究讨论的实证数据支持这样的主张：在审查商业谈判行为时应考虑宏观环境因素以及社会和文化价值观。然而，本研究仅关注银行/服务组织谈判。因此，未来的研究应重点关注外交和国际关系背景下的伊斯兰谈判进程。

实际影响

本研究报告的结果为在伊斯兰组织中运作的谈判者提供了见解，以了解伊斯兰教法标准和原则范围内的谈判原则和过程。

原创性/价值

在理论意义方面，本研究揭示了公司谈判的传统概念和伊斯兰观点之间明显的概念差异。此外，本研究还强调了组织文化，特别是伊斯兰管理策略，对商务谈判过程和商务沟通原则的影响。