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ID: 111473

Culture and negotiation / Bulow, Anne Marie; Kumar, Rajesh

Kumar, Rajesh	Journal Article
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Publication

2011.

Summary/Abstract

The literature on cross-cultural negotiation has expanded considerably over the past few decades, but the findings are often ambiguous and sometimes even contradictory. This introduction highlights the critical areas where objections are commonly raised about the relevance of national culture, the applicability of typologies that treat cultures as static, and the problem of ambiguous terminology. It may not be surprising that studies contradict each other given the ambiguity of the national cultural construct and variations in the context of the negotiating situations that are studied. The articles in this issue contribute to deepening our understanding about cross-cultural negotiation processes.

Key Words

Conflict ; Cognition ; National Culture ; Cross - Cultural Negotiation ; Interactional Dynamics

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ID: 099820

Innovative research / Smolinski, Remigiusz

Smolinski, Remigiusz	Journal Article
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Publication

2010.

Summary/Abstract

An alternative method of capturing negotiating attitudes and behavior in international negotiation employs the concept of negotiating profiles and a way of measuring and mapping it. We apply this method in a survey of politicians and diplomats who participated in the EU enlargement negotiations. From the survey results, we selected and analyzed negotiating profiles of Malta, the Czech Republic, Poland, Estonia and Slovenia. The results of our analysis allow us to draw cautious conclusions concerning the most and the least favorable attitudes and behaviors in international negotiations on the highest levels.

Key Words

European Union Enlargement ; Perception ; EU Accession Negotiation ; Negotiating Style ; Cross - Cultural Negotiation

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