Investigating Malaysian business negotiation discourse: an ethnographic journey

Abstract

This paper reports on a study, which investigates the sales negotiation strategies of Malaysian sales professionals. The aim of this paper is to provide some insights into the methodology used to make sense of the strategies that are used. In particular, the discussion focuses on issues and challenges, which had emerged in the research process, and on my attempts at overcoming or resolving the methodological problems. A first-hand account of the ethnographic research process and experience is provided. The ethnographic journey is punctuated by constraints, blunders, unanticipated difficulties, problems and anxieties associated with participant observations of in-situ face-to-face sales negotiation and occasionally, serendipity. Through this sharing of the ‘ups-and downs’ in the research process, I hope that would-be ethnographers are alerted to some of the contingencies and problems that are prevalent in ethnographic-oriented research of this kind and thus, would be forewarned and better equipped to deal with such similar problems.