Tarptautinės verslo derybos: kultūrų dimensijų kontekstas
International business negotiations: culture dimensions, context

Summary/Abstract: During the negotiations at the international level there are cross-cultural differences: approach to a long-term communication, power display, uncertainty avoidance, differences of negotiation parties emotionality and others. These and other cross-cultural different dimensions may affect the process of negotiations between representatives of different cultures in the negotiations. It may occur various misunderstandings in negotiations between negotiating parties of the same culture, and in preparation for cross-cultural negotiations it is required to know the basic elements of the incompatibility between the negotiating parties. This paper explores cultural dimensions, their effects for negotiations. There is carried out global scientific literature analysis of cultural dimensions and is presented their comparison. Also in the work is studied the context of international business negotiations and its cognitive aspects. The paper sets out proposals for further international negotiations research. International business representatives from different countries in preparation for the business partnerships or dealing often are analyzing the traditions of other countries, differences and other characteristics. Business subjects in order to facilitate business processes try to adapt to the peculiarities of the other party. In order to to achieve it is possible to analyze the cultural dimensions which can convey the essential incompatibilities of parties. In analyzing cross-cultural incompatibilities can be used Hofstede's cultural dimensions analysis. This can be very useful for modeling international business negotiation processes as it can convey differences of cultural dimensions between two parties. Cross-cultural differences dimensions may influence the negotiation process for representatives of the different cultures. There understanding across characters or actions in different cultures may vary. Before the start of international negotiations it is required to be acquainted with other cultural features, or even hire with culture well-known broker. In the literature on international negotiations it is recommended to work with the other person of other part of negotiations, who is well knowledgeable with the culture, is well educated in law, because they may have the knowledge of the other culture and law aspects in the negotiations.

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