International Business Negotiation Under The Impact of Cultural Distance
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.
Volume (Year): 14 (2011)
Issue (Month): 42 (December)
|Contact details of provider:|| Postal: 6 ROMANA PLACE, 70167 - BUCHAREST|
Web page: http://www.rei.ase.ro/
More information through EDIRC
When requesting a correction, please mention this item's handle: RePEc:rej:journl:v:14:y:2011:i:42:p:175-195. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Radu Lupu)
If references are entirely missing, you can add them using this form.