The Intercultural Dimension: A Determinant Factor in the Future Development of the International Commercial Negotiation Process
The Intercultural Dimension: A Determinant Factor in the Future Development of the International Commercial Negotiation Process

Author(s): Dorothea Lidia Caraman
Subject(s): Anthropology
Published by: Scientia Moralitas Research Institute
Keywords: culture; international negotiation; intercultural differences
Summary/Abstract: The theory and international practice enshrines negotiation as being a multidimensional concept, based on communication. This feature confers negotiation a complex and varied content and makes it dependent on multiple factors that determines its success. These factors which have a significant importance on international negotiation include also culture, which contributes significantly to the enhance of the negotiation process complexity, adding a new dimension to the content of international negotiations. The participant’s culture proves to be one of the strongest and most influential factors that can stimulate or taint the process and the results of the negotiation. In this paper, we propose to analyze the implications of the cultural factors on the negotiation process and how they can stimulate or taint the process and the results of negotiation.

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