The Intercultural Dimension: A Determinant Factor in the Future Development of the International Commercial Negotiation Process

Dorothea Lidia Caraman ()
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Dorothea Lidia Caraman: PhD, independent scholar

No 201, Proceedings of Harvard Square Symposium, The Future of Knowledge, April 29-30, 2016 from Research Association for Interdisciplinary Studies

Abstract: The theory and international practice enshrines negotiation as being a multidimensional concept, based on communication. This feature confers negotiation a complex and varied content and makes it dependent on multiple factors that determines its success. These factors which have a significant importance on international negotiation include also culture, which contributes significantly to the enhance of the negotiation process complexity, adding a new dimension to the content of international negotiations. The participant‚ culture proves to be one of the strongest and most influential factors that can stimulate or taint the process and the results of negotiation. In this paper we propose to analyze the implications of the cultural factors on the negotiation process and how they can stimulate or taint the process and the results of negotiation.

Keywords: culture; international negotiation; intercultural differences (search for similar items in EconPapers)
Pages: 9 pages
Date: 2016
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Published in Conference proceedings The Future of Knowledge, 29-30 April 2016, pages 307-315

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Persistent link: https://EconPapers.repec.org/RePEc:smo:gpaper:201

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