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NEGOTIATING IN A GLOBAL BUSINESS ENVIRONMENT

Dorel Paraschiv and Mihaela Gabriela Belu
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Dorel Paraschiv: Academy of Economic Studies, Bucharest, Romania

Revista Economica, 2009, vol. 48, issue 6, 9-22

Abstract: Negotiating in International Business become more complex due to the rapid development of the globalization process and to the evolution of communication tools. Companies are attracted by favorable key locations in view of lowering production costs and increasing profit margins. Such international communication process can often fail because the local counterparts have taken more time to learn how to overcome the obstacles normally associated with international/crosscultural negotiations. Failure may occur because of time and/or cost constraints. Thus, it is very important to take into account cross cultural aspects in doing business abroad. This paper, on the one hand, highlights the specificities of international business negotiations and, on the other hand, stressed the impact of cultures in doing business overseas. The goal of the paper is therefore twofold. First, to give an understanding of the roots of negotiating, what it really consists of, and then to provide some cross cultural insights.

Keywords: international business negotiation; culture; globalization (search for similar items in EconPapers)
Date: 2009
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