Ramdani, Abbas and Raji Ridwan, Adetunji and Ahmad, Mohd Khairie (2024) Exploring the concept and the communication principles of negotiation among Islamic corporate organizations. Journal of Islamic Marketing, 15 (4). pp. 1115-1135. ISSN 1759-0833

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Abstract

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. 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. 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. 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. 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. 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

Item Type:	Article
Uncontrolled Keywords:	Business negotiation, Islamic organizations, Islamic negotiation process and principles, Islamic negotiation principles
Subjects:	H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
Divisions:	School of Multimedia Technology & Communication
Depositing User:	Mr. Izhar Hj. Hashim
Date Deposited:	10 Nov 2026 11:39
Last Modified:	10 Nov 2026 11:39
URI:	https://repo.uum.edu.my/id/eprint/35028

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