Diferenţe culturale în strategia negocierii între Franţa şi Italia: abordarea interlocutorului
Cultural Differences in the Strategy of the Negotiation between France and Italy: the Approach of the Interlocutor

Summary/Abstract: In the international context, any negotiation needs the knowledge of the local culture. The respect of the social codes and the way of interacting in a certain context are very important in negotiation, and negotiation also needs a strategy of communication including cultural differences and the decoding of speech, but also the meaning of the non-verbal codes (body movements, dress code, attitudes, exchange of courtesies…) But it is sometime more hard to behave in a impeccable way in a country were the local culture is close to the negotiator culture, because in this case a behavior badly adapted to circumstances or a blunder can be considered as an insult. Anyway, the distrust to the foreigner is always present in human beings, even at an unconscious level ; and each one has a certain degree of attachment in its own cultural identity and he wants from foreigners respect for his country, his customs and his civilization. If one suspected that the other one does not respect him or laughs at him, the instinctive reaction of this subject is lock and a withdrawal. We can even arrive to a real hostility feeling to his interlocutor, which is exactly the opposite of the attitude indispensable to any successful negotiation. A good negotiator has the duty to establish from the beginning a reliable work atmosphere or, at least, of mutual respect whit this interlocutor, talking him in a suitable way and never violating the local codes of politeness and savoir-vivre. In this article, we explain how to go and speak correctly to yours Italian partners in several professional contexts.

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