With the acceleration of the global digital transformation process, online international business negotiations have become the main method for multinational enterprises to carry out international cooperation. This study adopts a research method combining literature analysis and questionnaire surveys to systematically analyze the main challenges faced by online international business negotiations and their optimization paths. The study found that current online negotiations mainly face four core challenges: technical obstacles (network stability issues and data security risks), communication efficiency decline (non-verbal signals account for 63.5% of the loss), cultural misinterpretation intensification (communication differences in different cultural backgrounds), and difficulty in establishing trust (the rate of disputes in remote contract signing and performance is 33% higher than offline). To address these issues, this paper proposes a dual-track optimization path of technology-driven (including the application of intelligent tools and infrastructure upgrade plans) and institutional guarantee type (covering optimization measures at the enterprise level and government level). This study not only provides practical guidance for multinational enterprises but also offers theoretical references for the improvement of international digital business negotiation rules.
Yujin Zheng (Tue,) studied this question.
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