ROMANIAN NEGOTIATION STYLE BASED ON ITS CULTURAL DIMENSIONS

Abstract

As a result of intensified international business relations and a unified European space the cultural background of economic agents in the field of international business is getting an increasing importance and leaves to a certain extent its marks on business behaviour of these individuals. Thus from the sixties of the past century onwards the problem of cultural differences and their influence upon professional relations lie in the centre of attention of researchers like E.T. Hall, Geert Hofstede, his disciple, Fons Trompenaars, and last but not least Richard Gesteland. In business negociations one can witness to a double conditioning of people’s negociation style, at one hand it is the result of individual characteristics like personality, education, experience, personal charisma, but on the other hand there is a strong impact of collective factors, too, such as the mental programming of each nation called culture. In the following study we try to outline the portrait of Romanian business people through their culturally conditioned negociation style avoiding at the same time to fall in the trap of stereotypy.

Keywords

• cultural differences
• cultural dimensions
• mental programming
• negociation style
• avoiding stereotypy