Wybrane aspekty kulturowych uwarunkowań negocjacji prawniczych międzynarodowych kontraktów handlowych
Selected aspects of cultural determinants of legal nego a ons of interna onal trade contracts

Summary/Abstract: The paper discusses role of selected types of cultural barriers in trade negotiations, and in particular their importance in negotiation concerning international commercial contracts. On the ground of critical presentation of competing models of negotiations an attempt is made to demonstrate deficiencies of these models from the point of view of eventual cultural differences existing between negotiating parties. In the paper we argue that awareness of and sensitivity to cultural context of legal orders and legal traditions is not only the crucial competence of managers and lawyers negotiating contracts in an international or intercultural milieu, but also an element which has to be taken into account by any theory of legal negotiations.

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