ARTA NEGOCIERILOR DIPLOMATICE ÎN CONTEXT MULTICULTURAL
THE ART OF DIPLOMATIC NEGOTIATIONS IN MULTICULTURAL CONTEXT

Summary/Abstract: 'Negotiation has arisen since ancient times, with the desire of people belonging to different cultures to solve their own problems, regulate agreements, and resolve conflicts within their own community or others. This article aims to explore the process of negotiation as a common decision-making process in which the parties, with initially opposed positions and conflicting interests, reach a mutually beneficial benefit and a satisfactory final settlement. It normally includes dialogue on problem solving, discussions on chosen themes, and negotiation and sharing of concessions based on the use of competitive tactics. What is interesting, however, is how the cultural factors will influence the different approaches of the negotiations in a multicultural context. We will be starting by approaching examples that explore how culture has determined how people have managed international conflicts. In other words, it is remarkable to see how culture forms the individual interpretation of behavior by individuals and their style of interaction with others as a different culture that always brings different procedures, ways of planning and control, decision-making and communication. All in all, it is true to conclude that the cultural factor is an obvious component of the negotiation process, whereas components such as nationality and ethnicity need to develop beyond traditional approaches, so that counterparts can achieve successful co-ordination while dealing with different cultural backgrounds'.

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