Negotiating In Cross-Cultural Contexts

Accentuated by globalization, the overlapping and the dissemination of values, beliefs and perceptions pertaining to different cultures have reached an unprecedented level, phenomenon which, with the contribution of new technologies and the international media, led to the creation of a new global culture. The constant movement of large masses of people with different personal goals has brought into contact individuals coming from various cultures, who found themselves in the position of trying to understand, filter and harmonize new cultural practices as well as developing skills for coping with them; due to widespread businesses spanning national borders, negotiation practitioners frequently encounter business opponents from unfamiliar cultures and resort to strategies and tactics meant to cross cultural boundaries and the obstacles of the business context. The paper is an overview of concepts and findings regarding the origin of the global culture as cultural co-existence in the international space, with an emphasis on the concepts of cross-cultural communication and cross-cultural competence, cultural variables and their impact on cross-cultural negotiations.