THE PORTRAIT OF THE ROMANIAN NEGOTIATOR: A COMPARATIVE ANALYSIS BETWEEN THE DISTRIBUTIVE AND THE INTEGRATIVE TYPE OF ROMANIAN NEGOTIATOR THROUGH CULTURAL DIMENSIONS
THE PORTRAIT OF THE ROMANIAN NEGOTIATOR: A COMPARATIVE ANALYSIS BETWEEN THE DISTRIBUTIVE AND THE INTEGRATIVE TYPE OF ROMANIAN NEGOTIATOR THROUGH CULTURAL DIMENSIONS

Summary/Abstract: The article aims at drawing a portrait of the actual Romanian negotiator starting from the cultural characteristics of Romanian as they appear in the anthropological models of Hall, Hofstede and Trompenaars. The author examines two types of Romanian negotiators: the one to be found in the vegetable market and the one representing a well-established company. Both these negotiators are then compared to the portrait determined based on cultural models so as to answer the article’s questions: which of these negotiators is closer to the theoretical portrait based on cultural models, is national culture more important than organizational and professional cultures and how the Romanian negotiator adapted to context

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