Négocier avec les Pays Bas
Negotiating with The Netherlands

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Summary/Abstract: This article aims at providing an understanding of both the Romanian and Dutch cultures by analyzing them from the cultural dimensions provided by Edward T. Hall (1976), Geert Hofstede (1980) and the GLOBE Study (2004). In doing so, the author will start by mapping the Romanian and The Netherlands country profiles and at the same time will make an analysis of the two countries from selected cultural perspectives, i.e. Hall’s,Hofstede’s and the GLOBE models. The empirical research of this paper will be the done by means of a participant observation, a semi-structured interview and a survey among professional buyers and sellers doing business in these two countries. With this the author will attempt to sketch the profile of a Dutch and of a Romanian negotiator.

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