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International Business Negotiation Under The Impact of Cultural Distance


  • Victor Danciu

    (Bucharest University of Economics)


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.

Suggested Citation

  • Victor Danciu, 2011. "International Business Negotiation Under The Impact of Cultural Distance," Romanian Economic Journal, Department of International Business and Economics from the Academy of Economic Studies Bucharest, vol. 14(42), pages 175-195, December.
  • Handle: RePEc:rej:journl:v:14:y:2011:i:42:p:175-195

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    More about this item


    international negotiation; cultural distance; cultural empathy; multicultural communication; multicultural research.;

    JEL classification:

    • M21 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Economics - - - Business Economics
    • F51 - International Economics - - International Relations, National Security, and International Political Economy - - - International Conflicts; Negotiations; Sanctions


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