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Intercultural Negotiation: The “Nomadic” Approach

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Author(s): Sandra E. WALKER | Vincent MERK | Sidi Miloud BEL ASRI

Journal: Studii de Stiinta si Cultura
ISSN 1841-1401

Volume: VIII;
Issue: 4 (31);
Start page: 115;
Date: 2012;
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Keywords: negotiator | international negotiation | nomad | culture | differences | openness | intercultural negotiation

ABSTRACT
Globalization has a strong impact on international negotiation. Negotiators must manage situationswhere they may have to deal with several people coming from many different cultures. It is thusnecessary to manage diversity during the negotiation processes and interactions to achieve asufficiently high level of performance to be competitive in world markets.Researchers have tended to focus on the importance of cultural knowledge to internationalnegotiators. Many articles describe different styles of negotiations according to countries, regionsor even cultural groupings, such as for Anglo-Saxon or Arab negotiating partners.However, researchers have given less attention to the notion of intercultural competence and howcompanies could develop the ability to adapt to any culture, even if a negotiator has little priorinformation concerning their partners. This skill is universal across all cultures and could be addedto the profile of a successful negotiator. It is an attitude based on openness towards people comingfrom a different culture. This paper describes negotiators who adopt this attitude: the way of a‘nomad’.

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