Indonesian Business Negotiators: Research exploring the identification of styles, behaviours and strategies


I am conducting research that will explore the varying behaviours, strategies and styles exhibited by Indonesian business negotiators when operating in international business.  This research will provide insights and understanding into these behaviours of Indonesian business negotiators. These behaviours are to be explored and subsequently identified through an empirical study of Indonesian business negotiators and corresponding international business negotiators with experience dealing with Indonesian negotiators to achieve a holistic view of the styles, behaviours and strategies employed by Indonesian business negotiators. The research is supported by the School of Commerce at the University of South Australia where I am a currently enrolled in a PhD program, under the supervision of Professor Lee Parker. The research has been underway for the past 18 months, and the concentration is now upon interviewing Indonesian Business people. I will be traveling to Indonesia in October, and so will be undertaking interviews during this time with interested participants.

I seek your valuable co-operation by way of an in-depth interview, which will last for between 30 minutes and 1 hour. The subject matter discussed in the interview will deal with your experiences negotiating in Indonesia. Information which may tend to identify you and your organisation will not be sought. Your interview responses will be treated with the strictest confidence and data collected will be used in a general form, maintaining your anonymity. No Information that could tend to identify any individual, their business and/or employer will be released or reported.

Your valuable participation in this study is greatly appreciated. Should you be interested in participating in this study, please send me an email at, and I will arrange a time for an interview to take place.  Also indicate whether you would like to receive a copy of the final report, or receive a summary of the findings. If you indicate an interest in receiving  the findings, please also include contact details where the report can be sent to you.

To maintain confidentiality, access to the interview recordings and transcripts is restricted to my supervisor and myself. The recording of your voice is individually identifiable data; that is, the identity of a specific individual can reasonably be ascertained from it. Thus, be assured that the interview recordings and transcripts will be securely stored in a locked room in the School of Commerce at the University of South Australia’s City West campus on North Terrace. Following this time, the data and any documents pertaining to the data will be shredded. All records containing personal information will remain confidential and no information which could lead to identification of the individual will be released.

Please contact me on +61 433 955 861 with any questions you may have about the research project or the Interviews and to request a copy of the research project when it is completed. Your participation in this study is voluntary and you may withdraw your participation in the project at any time. The University of South Australia’s Human Research Ethics committee has approved this project. Please contact Ms Vicki Allen, Executive Officer of the Committee to discuss any ethical concerns you may have about the project or your rights as a participant on 08 8302 3118 or email

Thankyou for your valuable time and co-operation.

Yours sincerely,

Nathan H. Gray

School of Commerce

University of South Australia
GPO Box 2471
Adelaide SA 5001
Telephone:         +61 433 955 861

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