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    STUDIA NEGOTIA - Issue no. 1 / 2000  
         
  Article:   INTERNATIONAL TRADE NEGOTIATIONS AND NATIONAL CULTURES IMPACT ON THE PRACTICES AND THEIR EFFECTIVENESS.

Authors:  CORNEL SOMESAN, CĂLIN COJOCARU.
 
       
         
  Abstract:  This Study Dwells on the Problems of Commercial Negotiations Taking Place Between Partners that Belong to Different Cultures. At the beginning, we present some theoretical principles on the preparation and management of the negotiation process. Then, we display some relevant data on the culturaldifferences and on the way they influence the development of the negotiations. Finally, we chose a case study upon a Romanian-German negotiation, between CUG Cluj-Napoca and BANNING GmbH Hamm, that had as a purpose the acquisition of a complex industrial equipment, amounting to almost 12 million DEM.  
         
     
         
         
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