2. International Negotiations
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7/21/2019 2. International Negotiations
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Presentation Title
Date
AchieveGlobal, Inc. 2008
Developing the 21st Century Workforce
2. Internationalnegotiations
International Negotiation, Cosmin Joldes
The Faculty o Inte!national "usiness and #conomics
A$# "ucha!est
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%!esentation Title
Date
AchieveGlobal, Inc. 2008
Developing the 21st Century Workforce
International negotiations - summary
1. Negotiation definition
2. Theoretical approaches of negotiations
3. Intercultural approach of negotiations
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%!esentation Title
Date
AchieveGlobal, Inc. 2008
Developing the 21st Century Workforce
1. Negotiation - definition
Decision &!ocess
'ay o communication
(utual )in*)in &!ocess
Die!ent &a!ts *+ talent develo&ed ca&abilities
Attitude - no)led/e - $ills 1 $CC#$333
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%!esentation Title
Date
AchieveGlobal, Inc. 2008
Developing the 21st Century Workforce
2. Theoretical approaches of negotiations
4ules, best &!actices, no!ms
Desc!i&tive a&&!oach 5models6
The /ame theo!y
%sycholo/ical a&&!oach
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%!esentation Title
Date
AchieveGlobal, Inc. 2008
Developing the 21st Century Workforce
3. Intercultural approach of negotiations %a!ticula!ities 7 the im&o!tance o distance9, com&le-ity o &!ocess,
lon/e! &e!iod, hi/he! costs
%a!ticula!ities and die!ences o domestic ne/otiation:
Inte!cultu!al die!ences ;e/al die!ences
%olitical administ!ative die!ences
Cultu!e 7 way of thinking and acting of a determined human
community
National cultu!evs. organizational cultu!evs.professionalcultu!e vs.
individual cultu!e
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%!esentation Title
Date
AchieveGlobal, Inc. 2008
Developing the 21st Century Workforce
Determinant cultural factors for business
T!aditions, values and belies
4eli/ion o ma Determinants of cultural differencesand affinities (similarities)
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%!esentation Title
Date
AchieveGlobal, Inc. 2008
Developing the 21st Century Workforce
Criteria for determining cultural typologies
a. 'A= o C>((?ICATI>?
b. %e!ce&tion o TI(# and $%AC#
c. Conce&tion o the $>CIA; $TAT$ o @uman "ein/d. ?C#4TAI?T= &e!ce&tion
e. (>4A; ?>4($
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%!esentation Title
Date
AchieveGlobal, Inc. 2008
Developing the 21st Century Workforce
a. !" of C#$$%NIC!TI#N
;o) conte-tual
@i/h conte-tual
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%!esentation Title
Date
AchieveGlobal, Inc. 2008
Developing the 21st Century Workforce
b. &erception of TI$' and (&!C'
(onoc!onic cultu!es
%olic!onic cultu!es
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%!esentation Title
Date
AchieveGlobal, Inc. 2008
Developing the 21st Century Workforce
c. Conception of the (#CI!) (T!T%( of *uman +eing
Collectivism
Individualism
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%!esentation Title
Date
AchieveGlobal, Inc. 2008
Developing the 21st Century Workforce
d. %NC',T!INT" perception
;o) de/!ee o avoidin/ %NC',T!INT"
@i/h de/!ee o avoidin/ %NC',T!INT"
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%!esentation Title
Date
AchieveGlobal, Inc. 2008
Developing the 21st Century Workforce
e. $#,!) N#,$(
>ccident 5$A6
>!ient 5Ja&an6
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Presentation Title
Date
AchieveGlobal, Inc. 2008
Developing the 21st Century Workforce
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