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International Business Negotiation Under The Impact of Cultural Distance

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Author(s): Victor Danciu

Journal: The Romanian Economic Journal
ISSN 1454-4296

Volume: XIV;
Issue: 42;
Start page: 175;
Date: 2011;
Original page

Keywords: international negotiation | cultural distance | cultural empathy | multicultural communication | multicultural research.

ABSTRACT
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.
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