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Cross-cultural Negotiation: Cultural Assumptions and Social Expectations

Author

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  • ROGOVEANU Raluca -Nicoleta

    ("Ovidius" University of Constanta)

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.

Suggested Citation

  • ROGOVEANU Raluca -Nicoleta, 2010. "Cross-cultural Negotiation: Cultural Assumptions and Social Expectations," Ovidius University Annals, Economic Sciences Series, Ovidius University of Constantza, Faculty of Economic Sciences, vol. 0(1), pages 153-158, May.
    • Handle: RePEc:ovi:oviste:v:10:y:2010:i:1:p:153-158
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    More about this item

    Keywords

    cross-cultural; negotiation; cultural differences;
    All these keywords.

    JEL classification:

    • F50 - International Economics - - International Relations, National Security, and International Political Economy - - - General
    • F51 - International Economics - - International Relations, National Security, and International Political Economy - - - International Conflicts; Negotiations; Sanctions

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