Considerations on Cross Cultural Negotiations

Valeriu Potecea
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Valeriu Potecea: Romanian American University

Romanian Economic Business Review, 2007, vol. 2, issue 2, 93-103

Abstract: Our world is getting smaller and smaller. Continuous improvements in transportation and communication make it easier for companies to become involved in international commerce. With the increase in cross-cultural interaction comes the need for both large and small companies to become versed in successful negotiations with the variety of cultures with which it may be exposed. This report is aimed at educating and assisting the reader in the process of cross-cultural negotiations. This report will highlight three areas where companies and/or individuals will need to focus when engaged in cross-cultural negotiations. In the Planning and Preparation stage, the reader is encouraged to “know thyself” when it comes to knowing his or her own goals and preferred style of negotiation. Next, in Examining Cultural Dimensions the reader is invited to “know thy audience.” Here, the reader is exposed to different styles of negotiations, characteristics of major global cultures, and enlightened on etiquette at the negotiation table. Finally, in Negotiation Resources, the report steps back to examine the history of cross-cultural negotiations, discuss the use of simulation exercises and education in negotiations, and offer a list of available resources for the reader.

Keywords: cross cultural negotiations; cultural interaction; international commerce; global cultures (search for similar items in EconPapers)
Date: 2007
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