Cross Cultural Negotiation: The Link between Science and Art
Cross Cultural Negotiation: The Link between Science and Art

Summary/Abstract: Negotiation is a critical component of success in international business, which is based essentially on communication. The participants’ culture proved to be one of the most powerful and influential factors that can stimulate or harm the process and outcome of negotiation. The verbal and nonverbal language of communication in negotiation is mostly influenced by cultural differences. Cultural distance between the negotiators determines interactions linked or not to the negotiation objective. Differences and the cultural similarities of the participants shape the styles of negotiation.

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