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The Role of Culture in International Negotiations

Author

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  • Liminița Vochița

    (University of Craiova, Romania)

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.

Suggested Citation

  • Liminița Vochița, 2008. "The Role of Culture in International Negotiations," Annals of the University of Petrosani, Economics, University of Petrosani, Romania, vol. 8(2), pages 297-302.
  • Handle: RePEc:pet:annals:v:8:i:2:y:2008:p:297-302
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