Enhancing Business Success Through Strategic Negotiation: Interplay of Communication, Gender, and Technology

https://doi.org/10.35912/jahidik.v5i1.4350
Published: Jul 22, 2025

Abstract:

Purpose: This study examines the vital role of communication in business negotiations and its influence on organizational success. It explores how communication strategies, gender dynamics, and technological integration affect negotiation outcomes, emphasizing the importance of adaptive communication in achieving mutually beneficial agreements in a competitive business environment.

Research Methodology: A systematic literature review was conducted by analyzing 84 peer-reviewed journal articles published between 2020 and 2024. Using the PRISMA framework, data were collected from reputable databases such as Scopus, ScienceDirect, and Taylor & Francis. The selected studies focused on interpersonal communication, negotiation strategies, gender influence, and the integration of technology in business communication.

Results: The results show that effective communication significantly enhances negotiation success by improving understanding, trust, and collaboration between parties. Gender differences play a critical role, as male and female negotiators apply distinct communication styles that influence negotiation outcomes. Furthermore, technological tools, particularly AI-based communication platforms, strengthen negotiation effectiveness by increasing efficiency and reducing misunderstandings.

Conclusions: The study concludes that a holistic negotiation strategy—integrating communication skills, gender awareness, and technological adaptability—improves negotiation efficiency and fosters long-term business partnerships.

Limitations: The research is limited by its reliance on secondary data and recent publication scope, potentially overlooking earlier theoretical contributions.

Contribution: This study provides a conceptual framework linking communication, gender, and technology in business negotiations, offering practical insights for organizations seeking to enhance negotiation strategies in an increasingly digital and diverse business landscape.

Keywords:
1. Business Communication
2. Communication Technology
3. Gender Dynamics
4. Interpersonal Communication
5. Negotiation Strategies
Authors:
Benediktus Rolando
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How to Cite
Rolando, B. (2025). Enhancing Business Success Through Strategic Negotiation: Interplay of Communication, Gender, and Technology. Jurnal Humaniora Dan Ilmu Pendidikan, 5(1), 35–56. https://doi.org/10.35912/jahidik.v5i1.4350
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Vol. 5 No. 1 (2025): Juli
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References

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    Cavalheiro, B. P., Prada, M., & Rodrigues, D. L. (2024). Examining the effects of reciprocal emoji use on interpersonal and communication outcomes. Journal of Social and Personal Relationships, 41(8), 2147–2168. https://doi.org/10.1177/02654075231219032

    De Oliveira, V. M., Lima, S. R., & Ribeiro, J. M. (2024). Embracing Unified Communication and Collaboration: Business and Technological Trends. 2024 9th International Conference on Smart and Sustainable Technologies (SpliTech), 1–6. https://doi.org/10.23919/SpliTech61897.2024.10612601

    Diana, N. (2020). KAPABILITAS KOMUNIKASI NEGOSIASI PADA ENTREPRENEUR PRIA DAN WANITA. Stability: Journal of Management and Business, 3(1), 62–69. https://doi.org/10.26877/sta.v3i1.6431

    Fašiang, T., & Gežík, P. (2024a). Beyond Data: Strategically Leveraging Consumer Metrics and Market Signals of Business Prosperity in the Context of Marketing Communications. Communication Today, 98–114. https://doi.org/10.34135/communicationtoday.2024.Vol.15.No.1.7

    Fašiang, T., & Gežík, P. (2024b). Beyond Data: Strategically Leveraging Consumer Metrics and Market Signals of Business Prosperity in the Context of Marketing Communications. Communication Today, 98–114. https://doi.org/10.34135/communicationtoday.2024.Vol.15.No.1.7

    Fuamba, M., Badibanga, E. M., & Kashale, K.-N. (2023). Business Opportunities of Information and Communication Technologies (ICTs) in Health Services for Democratic Republic of Congo. The Journal of Entrepreneurship, 32(2_suppl), S142–S158. https://doi.org/10.1177/09713557231201182

    Gao, X., Chen, S., Zheng, Y., & Hao, J. (2021). A deep reinforcement learning-based agent for negotiation with multiple communication channels. 2021 IEEE 33rd International Conference on Tools with Artificial Intelligence (ICTAI), 868–872. https://doi.org/10.1109/ICTAI52525.2021.00139

    Gavra, D. P., Balakhonskaya, L. V., & Balakhonsky, V. V. (2024). Communication Strategies for the Competition of the Show Business Actors in the Digital Environment. 2024 Communication Strategies in Digital Society Seminar (ComSDS), 52–59. https://doi.org/10.1109/ComSDS61892.2024.10502045

    Hoo, W. C., Qi, Z., Wolor, C. W., Ismail, M., & Prompanyo, M. (2024). Relationship of Communication, Negotiation and Leadership on the Employee Performance for Sustainable Growth in Hotels. Journal of Lifestyle and SDGs Review, 4(3), e01639. https://doi.org/10.47172/2965-730X.SDGsReview.v4.n03.pe01639

    Hu, X., Zhang, G., Shi, Y., & Yu, P. (2024). How Information and Communications Technology Affects the Micro-Location Choices of Stores on On-Demand Food Delivery Platforms: Evidence from Xinjiekou’s Central Business District in Nanjing. ISPRS International Journal of Geo-Information, 13(2), 44. https://doi.org/10.3390/ijgi13020044

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    Koch, S. B. J., Tyborowska, A., Niermann, H. C. M., Cillessen, A. H. N., Roelofs, K., Bašnáková, J., Toni, I., & Stolk, A. (2024b). Integrating stereotypes and factual evidence in interpersonal communication. Npj Science of Learning, 9(1), 52. https://doi.org/10.1038/s41539-024-00262-6

    Lee, W. W. L. (2024). Representation of the “business?self”: Professionals’ construction of multifaceted identities in written business communication. International Journal of Applied Linguistics, 34(2), 533–549. https://doi.org/10.1111/ijal.12512

    Leslie, H. S., & Johnson-Leslie, N. (2023). Reflection on Business Communication in a “Fishbowl”: Increasing Active Learning and Course Effectiveness While Lowering Disconnection. Journal of Higher Education Theory and Practice, 23(18). https://doi.org/10.33423/jhetp.v23i18.6622

    Liu, M., & Yi Ren, I. (2020a). Gender, communication and negotiation. In Research Handbook on Gender and Negotiation. Edward Elgar Publishing. https://doi.org/10.4337/9781788976763.00023

    Liu, M., & Yi Ren, I. (2020b). Gender, communication and negotiation. In Research Handbook on Gender and Negotiation. Edward Elgar Publishing. https://doi.org/10.4337/9781788976763.00023

    McDowell, C. L., & Holba, A. M. (2024). The Importance of Topoi in the Business and Professional Communication Classroom. Business and Professional Communication Quarterly. https://doi.org/10.1177/23294906241231760

    McPhedran, R., Patel, K., Rayner, A., Patel, M., Disson, J., John, A., Porter, K., Thornton, K., & Toombs, B. (2021). Food allergen communication: An in-business feasibility trial. Food Control, 130, 108287. https://doi.org/10.1016/j.foodcont.2021.108287

    Mercader, V., Ordoñez Santos, M. L., & Mercader, J. L. (2024). The Business Paradox: Exploring the interaction between the Business Clock and the Sustainable Development Goals through an ethical, sustainable and well-being prism. Salud, Ciencia y Tecnología - Serie de Conferencias, 3, 739. https://doi.org/10.56294/sctconf2024739

    Moradi, A., & Farvardin, M. T. (2020a). Negotiation of meaning by mixed?proficiency dyads in face?to?face and synchronous computer?mediated communication. TESOL Journal, 11(1). https://doi.org/10.1002/tesj.446

    Moradi, A., & Farvardin, M. T. (2020b). Negotiation of meaning by mixed?proficiency dyads in face?to?face and synchronous computer?mediated communication. TESOL Journal, 11(1). https://doi.org/10.1002/tesj.446

    Ndiung, S., & Menggo, S. (2024). Problem-based learning analysis in strengthening college students’ interpersonal communication skill. Journal of Education and Learning (EduLearn), 18(4), 1350–1361. https://doi.org/10.11591/edulearn.v18i4.21219

    Peltonen, L., & Hu, G. (2024). Linguacultural competence in business English communication: the case of a business English textbook in China. Language, Culture and Curriculum, 1–19. https://doi.org/10.1080/07908318.2024.2372594

    Prieur, J., Liebal, K., & Pika, S. (2024). Social negotiation and “accents” in Western lowland gorillas’ gestural communication. Scientific Reports, 14(1), 25699. https://doi.org/10.1038/s41598-024-75238-y

    Rabab’ah, G., Yagi, S., Alghazo, S., & Malkawi, R. (2024a). Persuasive Strategies in Email Marketing: An Analysis of Appeal and Influence in Business Communication. Journal of Intercultural Communication, 12–25. https://doi.org/10.36923/jicc.v24i2.839

    Rabab’ah, G., Yagi, S., Alghazo, S., & Malkawi, R. (2024b). Persuasive Strategies in Email Marketing: An Analysis of Appeal and Influence in Business Communication. Journal of Intercultural Communication, 12–25. https://doi.org/10.36923/jicc.v24i2.839

    Rawlins, J. D. (2024). Theory, Practice, and Pedagogy: Interweaving Business Communication and Rhetoric. Business and Professional Communication Quarterly, 87(1), 3–5. https://doi.org/10.1177/23294906241226542

    Rimal, R. N., Ganjoo, R., Jamison, A., Parida, M., & Tharmarajah, S. (2024). Social norms, vaccine confidence, and interpersonal communication as predictors of vaccination intentions: Findings from slum areas in Varanasi, India. Vaccine, 42(22), 126038. https://doi.org/10.1016/j.vaccine.2024.06.006

    Sasne Grosz, A., Jozsa, L., & Sengsouly, H. (2024). Cross-Cultural Business Negotiations in Developing Markets: Comprehending the Impact of Institutional and Cultural Elements. International Review of Management and Marketing, 14(5), 82–87. https://doi.org/10.32479/irmm.16383

    Seawright, L., & Stanton, R. (2024). You Accepted What?: The Impact of Location, Education, and Negotiation on Technical Communication Graduates’ Salaries. Journal of Technical Writing and Communication, 54(3), 304–323. https://doi.org/10.1177/00472816231188649

    Sharma, D., & Pandey, H. (2024). Pedagogical Impact of Text-Generative AI and ChatGPT on Business Communication. Business and Professional Communication Quarterly. https://doi.org/10.1177/23294906241249113

    Su, L. Y.-F., Chen, T., Ng, Y. M. M., Gong, Z., & Wang, Y.-C. (2024). Integrating Human Insights Into Text Analysis: Semi-Supervised Topic Modeling of Emerging Food-Technology Businesses’ Brand Communication on Social Media. Social Science Computer Review, 42(2), 416–437. https://doi.org/10.1177/08944393231184532

    Tarish, H. A. (2024). Enhancing 5G communication in business networks with an innovative secured narrowband IoT framework. Journal of Intelligent Systems, 33(1). https://doi.org/10.1515/jisys-2023-0278

    Tazkiya, A., Aldiansyah, M., Sonia, G., & Saparingga, H. S. (2021). Meraih Keberhasilan Negosiasi Bisnis Melalui Keterampilan Berkomunikasi. Jurnal Sosial Sains, 1(5), 345–358. https://doi.org/10.59188/jurnalsosains.v1i5.74

    Wahyuni, S., & Sulistyanto, T. H. (2023). Pengaruh Komunikasi Interpersonal Dan Kualitas Kehidupan Kerja Terhadap Kinerja. Portofolio: Jurnal Ekonomi, Bisnis, Manajemen, Dan Akuntansi, 20(1), 16–27. https://doi.org/10.26874/portofolio.v20i1.269

    Wilson, T., Provaznik, W., & Cook, W. (2024). Using framing to introduce the responsible use of text-based generative artificial intelligence (TGENAI) in business communication. Communication Teacher, 38(3), 242–252. https://doi.org/10.1080/17404622.2024.2360988

    Zerfass, A., & Link, J. (2024). Business models for communication departments: a comprehensive approach to analyzing, explaining and innovating communication management in organizations. Journal of Communication Management, 28(3), 384–403. https://doi.org/10.1108/JCOM-02-2023-0027

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  2. Banuara Nadeak. (2024). Pengaruh Peran Kepemimpinan Komunikasi Interpersonal dan Motivasi Kerja Terhadap Kinerja Tutor dalam Memberantas Buta Aksara di Kabupaten Karawang. Al-Kharaj: Jurnal Ekonomi, Keuangan & Bisnis Syariah, 6(5). https://doi.org/10.47467/alkharaj.v6i5.2546
  3. Cavalheiro, B. P., Prada, M., & Rodrigues, D. L. (2024). Examining the effects of reciprocal emoji use on interpersonal and communication outcomes. Journal of Social and Personal Relationships, 41(8), 2147–2168. https://doi.org/10.1177/02654075231219032
  4. De Oliveira, V. M., Lima, S. R., & Ribeiro, J. M. (2024). Embracing Unified Communication and Collaboration: Business and Technological Trends. 2024 9th International Conference on Smart and Sustainable Technologies (SpliTech), 1–6. https://doi.org/10.23919/SpliTech61897.2024.10612601
  5. Diana, N. (2020). KAPABILITAS KOMUNIKASI NEGOSIASI PADA ENTREPRENEUR PRIA DAN WANITA. Stability: Journal of Management and Business, 3(1), 62–69. https://doi.org/10.26877/sta.v3i1.6431
  6. Fašiang, T., & Gežík, P. (2024a). Beyond Data: Strategically Leveraging Consumer Metrics and Market Signals of Business Prosperity in the Context of Marketing Communications. Communication Today, 98–114. https://doi.org/10.34135/communicationtoday.2024.Vol.15.No.1.7
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  8. Fuamba, M., Badibanga, E. M., & Kashale, K.-N. (2023). Business Opportunities of Information and Communication Technologies (ICTs) in Health Services for Democratic Republic of Congo. The Journal of Entrepreneurship, 32(2_suppl), S142–S158. https://doi.org/10.1177/09713557231201182
  9. Gao, X., Chen, S., Zheng, Y., & Hao, J. (2021). A deep reinforcement learning-based agent for negotiation with multiple communication channels. 2021 IEEE 33rd International Conference on Tools with Artificial Intelligence (ICTAI), 868–872. https://doi.org/10.1109/ICTAI52525.2021.00139
  10. Gavra, D. P., Balakhonskaya, L. V., & Balakhonsky, V. V. (2024). Communication Strategies for the Competition of the Show Business Actors in the Digital Environment. 2024 Communication Strategies in Digital Society Seminar (ComSDS), 52–59. https://doi.org/10.1109/ComSDS61892.2024.10502045
  11. Hoo, W. C., Qi, Z., Wolor, C. W., Ismail, M., & Prompanyo, M. (2024). Relationship of Communication, Negotiation and Leadership on the Employee Performance for Sustainable Growth in Hotels. Journal of Lifestyle and SDGs Review, 4(3), e01639. https://doi.org/10.47172/2965-730X.SDGsReview.v4.n03.pe01639
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  21. Mercader, V., Ordoñez Santos, M. L., & Mercader, J. L. (2024). The Business Paradox: Exploring the interaction between the Business Clock and the Sustainable Development Goals through an ethical, sustainable and well-being prism. Salud, Ciencia y Tecnología - Serie de Conferencias, 3, 739. https://doi.org/10.56294/sctconf2024739
  22. Moradi, A., & Farvardin, M. T. (2020a). Negotiation of meaning by mixed?proficiency dyads in face?to?face and synchronous computer?mediated communication. TESOL Journal, 11(1). https://doi.org/10.1002/tesj.446
  23. Moradi, A., & Farvardin, M. T. (2020b). Negotiation of meaning by mixed?proficiency dyads in face?to?face and synchronous computer?mediated communication. TESOL Journal, 11(1). https://doi.org/10.1002/tesj.446
  24. Ndiung, S., & Menggo, S. (2024). Problem-based learning analysis in strengthening college students’ interpersonal communication skill. Journal of Education and Learning (EduLearn), 18(4), 1350–1361. https://doi.org/10.11591/edulearn.v18i4.21219
  25. Peltonen, L., & Hu, G. (2024). Linguacultural competence in business English communication: the case of a business English textbook in China. Language, Culture and Curriculum, 1–19. https://doi.org/10.1080/07908318.2024.2372594
  26. Prieur, J., Liebal, K., & Pika, S. (2024). Social negotiation and “accents” in Western lowland gorillas’ gestural communication. Scientific Reports, 14(1), 25699. https://doi.org/10.1038/s41598-024-75238-y
  27. Rabab’ah, G., Yagi, S., Alghazo, S., & Malkawi, R. (2024a). Persuasive Strategies in Email Marketing: An Analysis of Appeal and Influence in Business Communication. Journal of Intercultural Communication, 12–25. https://doi.org/10.36923/jicc.v24i2.839
  28. Rabab’ah, G., Yagi, S., Alghazo, S., & Malkawi, R. (2024b). Persuasive Strategies in Email Marketing: An Analysis of Appeal and Influence in Business Communication. Journal of Intercultural Communication, 12–25. https://doi.org/10.36923/jicc.v24i2.839
  29. Rawlins, J. D. (2024). Theory, Practice, and Pedagogy: Interweaving Business Communication and Rhetoric. Business and Professional Communication Quarterly, 87(1), 3–5. https://doi.org/10.1177/23294906241226542
  30. Rimal, R. N., Ganjoo, R., Jamison, A., Parida, M., & Tharmarajah, S. (2024). Social norms, vaccine confidence, and interpersonal communication as predictors of vaccination intentions: Findings from slum areas in Varanasi, India. Vaccine, 42(22), 126038. https://doi.org/10.1016/j.vaccine.2024.06.006
  31. Sasne Grosz, A., Jozsa, L., & Sengsouly, H. (2024). Cross-Cultural Business Negotiations in Developing Markets: Comprehending the Impact of Institutional and Cultural Elements. International Review of Management and Marketing, 14(5), 82–87. https://doi.org/10.32479/irmm.16383
  32. Seawright, L., & Stanton, R. (2024). You Accepted What?: The Impact of Location, Education, and Negotiation on Technical Communication Graduates’ Salaries. Journal of Technical Writing and Communication, 54(3), 304–323. https://doi.org/10.1177/00472816231188649
  33. Sharma, D., & Pandey, H. (2024). Pedagogical Impact of Text-Generative AI and ChatGPT on Business Communication. Business and Professional Communication Quarterly. https://doi.org/10.1177/23294906241249113
  34. Su, L. Y.-F., Chen, T., Ng, Y. M. M., Gong, Z., & Wang, Y.-C. (2024). Integrating Human Insights Into Text Analysis: Semi-Supervised Topic Modeling of Emerging Food-Technology Businesses’ Brand Communication on Social Media. Social Science Computer Review, 42(2), 416–437. https://doi.org/10.1177/08944393231184532
  35. Tarish, H. A. (2024). Enhancing 5G communication in business networks with an innovative secured narrowband IoT framework. Journal of Intelligent Systems, 33(1). https://doi.org/10.1515/jisys-2023-0278
  36. Tazkiya, A., Aldiansyah, M., Sonia, G., & Saparingga, H. S. (2021). Meraih Keberhasilan Negosiasi Bisnis Melalui Keterampilan Berkomunikasi. Jurnal Sosial Sains, 1(5), 345–358. https://doi.org/10.59188/jurnalsosains.v1i5.74
  37. Wahyuni, S., & Sulistyanto, T. H. (2023). Pengaruh Komunikasi Interpersonal Dan Kualitas Kehidupan Kerja Terhadap Kinerja. Portofolio: Jurnal Ekonomi, Bisnis, Manajemen, Dan Akuntansi, 20(1), 16–27. https://doi.org/10.26874/portofolio.v20i1.269
  38. Wilson, T., Provaznik, W., & Cook, W. (2024). Using framing to introduce the responsible use of text-based generative artificial intelligence (TGENAI) in business communication. Communication Teacher, 38(3), 242–252. https://doi.org/10.1080/17404622.2024.2360988
  39. Zerfass, A., & Link, J. (2024). Business models for communication departments: a comprehensive approach to analyzing, explaining and innovating communication management in organizations. Journal of Communication Management, 28(3), 384–403. https://doi.org/10.1108/JCOM-02-2023-0027