Business Negotiations between the Romanians and the Japanese - A Cross-Cultural Perspective
Business Negotiations between the Romanians and the Japanese - A Cross-Cultural Perspective

Summary/Abstract: The present article explores the cultural and communication parameters of both Romania and Japan with the purpose of finding the main cultural barriers that can become potential sources of conflict at the negotiation table. Particularly, what are the profiles of the Romanian/ Japanese negotiator and how culture impacts on business people's behaviour. The methodology used covers two empirical methods: a qualitative survey, with data collected from expert interpreters with first-hand experience in the negotiation field; and a case study, with an in-depth analysis of a failed negotiation between a Romanian and a Japanese company. Findings suggest that, although there are huge differences between the two cultures, they can be overcome by preparing thoroughly and keeping an open mind to other cultures' peculiarities.

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