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Significant differences in cross cultural negotiations


  • Luminita Vochita

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


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.

Suggested Citation

  • Luminita Vochita, 2008. "Significant differences in cross cultural negotiations," Revista Tinerilor Economisti (The Young Economists Journal), University of Craiova, Faculty of Economics and Business Administration, vol. 1(11), pages 108-114, November.
  • Handle: RePEc:aio:rteyej:v:1:y:2008:i:11:p:108-114

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    More about this item


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

    JEL classification:

    • F00 - International Economics - - General - - - General
    • F1 - International Economics - - Trade


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