Preparation for conducting business negotiations

Tatyana Ivanovna Rubtsova and Yuri Anatolievich Savinov
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Tatyana Ivanovna Rubtsova: Russian Foreign Trade Academy, Moscow, Russia
Yuri Anatolievich Savinov: Russian Foreign Trade Academy, Moscow, Russia

Russian Foreign Economic Journal, 2018, issue 1, 56-65

Abstract: In the article, the authors consider the influence of religious approaches to the behavior of the parties during business negotiations. In particular, they note the significant role of religious customs, the need to respect the principle of respect for seniority and subordination, the importance of maintaining good relations with partners, regardless of the time spent, the relevance of an emphatically courteous attitude towards a partner. However, it is noted that clearly expressed courtesy is not a sign of expressing consent to the offer of a partner. The authors note the significance of negotiation arrangements, in particular composition of the delegation members and the importance of small attributes, namely, compliance with the rules for the exchange of business cards.

Keywords: Business negotiations in the countries of the East; importance of observing religious customs; BUSINESS cards; importance of maintaining good relations with a partner (search for similar items in EconPapers)
Date: 2018
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