The Role of Culture in International Business Negotiations


Culture plays very important role in international business negotiations. There­fore, the success in any form of negotiations is determined, inter alia, by the cre­ation of the viable strategy that takes into consideration the knowledge of the cultural differences and the corresponding skills to successfully bridge the cultural gap. In the era of global interconnectedness of business community, corporate lawyers and attorneys at law not being an exception, shows big interest in under­standing the basic features of the complex mosaic of cultural differences in inter­national business. This article analyses the role of culture in international business negotiations, with the special emphasis on the concept of culture scales, with many examples from the negotiation practice, taking into consideration the lawyers’ needs and perspective.

Keywords: culture, negotiations, international business, communications, corpo­rate lawyering, corporate culture, ADR

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