Kulturowe aspekty międzynarodowych negocjacji handlowych
Cultural aspects of international business negotiations

Summary/Abstract: This article presents the introduction to negotiation theory. It lays out the analytical framework for understanding negotiations in general and international business relations in particular. It shows cultural aspects of business negotiations and presents the importance of cultural differences as a fundamental premise influencing all aspects of negotiations. Very important in negotiation is interpersonal communication. Communication processes, both verbal and nonverbal are critical to achieving goals and resolving conflicts. The article also shows that personality also plays a large role in negotiations.

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