Cross-cultural Negotiation: Cultural Assumptions and Social Expectations

Raluca -Nicoleta Rogoveanu ()
Additional contact information
Raluca -Nicoleta Rogoveanu: "Ovidius" University of Constanta

Ovidius University Annals, Economic Sciences Series, 2010, vol. X, issue 1, 153-158

Abstract: In any cross-cultural context, the potential for misunderstanding is great since the process of negotiation is always influenced by new behavior and social environments. The difference between international negotiation and domestic business negotiation lies in the fact that the former is influenced by a wide diversity of environments. This article analyzes the main cultural systems that condition the planning and the development of cross-cultural negotiations (communicationrelated factors, protocol issues) as well as the common obstacles that prevent international negotiations from achieving full success. Such factors require changing perspectives that determine the selection of appropriate tactics and strategies of the negotiations to be adopted since what is right, reasonable, or appropriate are parameters largely dependent on the cultural values of the country in which the act of negotiation takes place.

Keywords: cross-cultural; negotiation; cultural differences (search for similar items in EconPapers)
JEL-codes: F50 F51 (search for similar items in EconPapers)
Date: 2010
References: Add references at CitEc
Citations:

Downloads: (external link)
http://stec.univ-ovidius.ro/html/anale/RO/cuprins%20rezumate/rezumatemai2010.pdf (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:ovi:oviste:v:10:y:2010:i:1:p:153-158

Access Statistics for this article

Ovidius University Annals, Economic Sciences Series is currently edited by Spatariu Cerasela

More articles in Ovidius University Annals, Economic Sciences Series from Ovidius University of Constantza, Faculty of Economic Sciences Contact information at EDIRC.
Bibliographic data for series maintained by Gheorghiu Gabriela ().