The Role of Culture in International Negotiations

Liminița Vochița
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Liminița Vochița: University of Craiova, Romania

Annals of the University of Petrosani, Economics, 2008, vol. 8, issue 2, 297-302

Abstract: This paper attempts to examine the issues surrounding the role of national culture bias and the concept of distance among Hofstede's cultural dimensions on the ability to reach integrative agreements in international business arrangements between firms. Relational models of negotiating and the role of culture are presented as well as several managerial implications and propositions for future research.

Keywords: national culture; cultural dimensions; negotiation model; individualism-collectivism; power distance; uncertainty avoidance; synergistic negotiations; integrative solutions (search for similar items in EconPapers)
Date: 2008
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Persistent link: https://EconPapers.repec.org/RePEc:pet:annals:v:8:i:2:y:2008:p:297-302

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