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Intercultural negotiations

Author

Listed:
  • Cristina Mihaescu

    (Dimitrie Cantemir Christian University, Faculty of Tourism and Commercial Management, Bucharest, Romania)

Abstract

Negotiation skill improvement is more and more regarded as the development of the management activity. An impressive argument for those skills meant to ensure an efficient negotiation is the fact that they lead to better cooperation among colleagues, subordinates, superiors and business people inside and outside companies. In addition, these skills can help someone be seen as an arbiter, a person who is capable of finding solutions to current problems arbitrarily, but still oriented towards result. Negotiation is often inefficient, despite its importance for management, but this happens because little attention is paid to the negotiation techniques based on empathy. Intercultural negotiation refers to observing business ethics – the moral principles and codes of conduct governing the relations among people within organizations. Certain cultural characteristics of different countries have been established as a result of intercultural research.

Suggested Citation

  • Cristina Mihaescu, 2011. "Intercultural negotiations," The Annals of Dimitrie Cantemir Christian University. Economy, Commerce and Tourism Series, Faculty of Management in Tourism and Commerce Bucharest, "Dimitrie Cantemir" Christian University, Bucharest, Romania, vol. 3(1), pages 24-30, June.
    • Handle: RePEc:dcc:adcect:v:3:y:2011:i:1:p:24-30
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    More about this item

    Keywords

    negotiation; negotiator; culture; business; negotiation style;
    All these keywords.

    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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