CULTURAL DIFFERENCES THAT INFLUENCE THE INTERNATIONAL NEGOTIATION PROCESS IN EUROPE
CULTURAL DIFFERENCES THAT INFLUENCE THE INTERNATIONAL NEGOTIATION PROCESS IN EUROPE

Summary/Abstract: International business deals not only crossing borders but also crossing cultures. According to Hofstede culture profoundly influences how people think, communicate, and behave. It also affects the kind of transactions they make and the way they negotiate them. Because of the great diversity of the world's cultures, negotiators, no matter how skilled and experienced they are, find themselves in the impossibility of fully understanding all the cultures that may be encountered. As alongside Europe there is a cultural diversity, this paper proposes to present a series of cultural differences influencing and affecting negotiating process in international business among European countries, taking into account certain aspects, as follows: negotiating goal, negotiating attitude, communication, time approaching, the pace of negotiations and team organization.

• Details
• Contents