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Theoretical and Applied Economics
No. 8 / 2010 (549)

The Impact of the Culture on the International Negociations: An Analysis Based on Contextual Comparaisons

Bucharest Academy of Economic Studies

Abstract. The negotiation could be considered as critical part of the success within the international affaires. The participants’ culture is one of the most powerful and influential factors that could give a stimulus or an obstacle to the negotiation process and outcome. The cultural differences prevalent in the international negotiations influence the most verbal and nonverbal language within negotiation. The culture distance has as a result the appearance of task and non-task related interactions. The cultural differences and similarities between the participants are shaping the negotiation styles too.

We are suggesting a single structure of the negotiation styles, which is capable of differentiating behavior of the negotiations, and benchmarks that could support the stimulation and efficiency of the negotiation process as a whole.

Keywords: business negotiation; negotiation process; culture; cultural gap; negotiation style.

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