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How americans negotiate and how europeans negotiate - Research Paper Example
Pages 10 (2510 words)
How Americans negotiate and how Europeans negotiate. Differences and similarities. Discussing negotiations, it is essential to point out that the word “negotiations” may have different meanings. Under negotiations we usually understand any form of consultations, communication, debates, views exchange, searching for a consensus…
Negotiations can be also considered from another point of view. There are many opinions concerning the issue how cultural differences influence the process of negotiations. Some scholars state that there are common rules for behavior during the negotiations, special frames, which dictate how people should act (Foster, 1992). Thus, according to such point of view there are should be no connections between the negotiations and cultural backgrounds as everybody should follow common rules no matter what country he/she may be from. At the same time other researchers insist on the important role of cultural differences, because in different countries there are different rules of behavior, which influence negotiations. In order to reveal how the cultural peculiarities affect the negotiations, it is essential to compare the peculiarities of conducting negotiations in two different countries and investigate the distinctive features of the both. The cross-cultural studies can help resolve the issue connected with the controversy. In such a way you will be able to see and analyze the nation’s strong and weak sides and predict negotiations’ perspectives of this or that side. The main mission of cross-cultural studies lies in the comparison of likenesses and differences of the countries or nations. This research is very useful and can bring beneficial results. ...
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