International Business Negotiation Under The Impact of Cultural Distance

Victor Danciu ()

Romanian Economic Journal, 2011, vol. 14, issue 42, 175-195

Abstract: The negotiation is part of the international business which plays the role of turn-table inside the working model of international relationships. The differences between the cultures of the negotiators, known as cultural distance, are the most subtle influences on negotiation. The problems that are generated by the cultural distance could be identified at the different levels of the hierarchy of various factors for success, negotiation styles, thinking processes and decision making. The cultural distance should be identified and analyzed before the negotiation starts and it should be very much reduced, as pertinent conclusions of researches suggested. In this last respect the multicultural research, analysis of cultural distance and interactive methods could be very helpful.

Keywords: international negotiation; cultural distance; cultural empathy; multicultural communication; multicultural research. (search for similar items in EconPapers)
JEL-codes: F51 M21 (search for similar items in EconPapers)
Date: 2011
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Citations: View citations in EconPapers (1)

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Persistent link: https://EconPapers.repec.org/RePEc:rej:journl:v:14:y:2011:i:42:p:175-195

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