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Significant differences in cross cultural negotiations

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  • Luminita Vochita

    (University of Craiova, Faculty of Economics and Business Administration, Romania)

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    Abstract

    This paper analyses the importance of different factors that influences cross cultural negotiations. Learning about the components of a cross cultural negotiation process to increase negotiators’ success in avoiding barriers and failures in the international business arena is one of the most challenging achievements of the negotiators in the global environment. In the second part, the paper focuses on the one of the most important componenet of cross cultural business negotiations: differences in the use of non-verbal cues and body language of the parties involved with different cultural background. Undersstanding and recognising these differences is the first step to avoid costly misinterpretation during business negotiation.

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    File URL: http://feaa.ucv.ro/RTE/011-14.pdf
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    Bibliographic Info

    Article provided by University of Craiova, Faculty of Economics and Business Administration in its journal Revista Tinerior Economisti(The Young Economists Journal).

    Volume (Year): 1 (2008)
    Issue (Month): 11 (November)
    Pages: 108-114

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    Handle: RePEc:aio:rteyej:v:1:y:2008:i:11:p:108-114

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    Related research

    Keywords: cross cultural negotiation; negotiation success; cultural differences; inter-cultural communication; body language;

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