AMBIENTUM BIOETHICA BIOLOGIA CHEMIA DIGITALIA DRAMATICA EDUCATIO ARTIS GYMNAST. ENGINEERING EPHEMERIDES EUROPAEA GEOGRAPHIA GEOLOGIA HISTORIA HISTORIA ARTIUM INFORMATICA IURISPRUDENTIA MATHEMATICA MUSICA NEGOTIA OECONOMICA PHILOLOGIA PHILOSOPHIA PHYSICA POLITICA PSYCHOLOGIA-PAEDAGOGIA SOCIOLOGIA THEOLOGIA CATHOLICA THEOLOGIA CATHOLICA LATIN THEOLOGIA GR.-CATH. VARAD THEOLOGIA ORTHODOXA THEOLOGIA REF. TRANSYLVAN
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The STUDIA UNIVERSITATIS BABEŞ-BOLYAI issue article summary The summary of the selected article appears at the bottom of the page. In order to get back to the contents of the issue this article belongs to you have to access the link from the title. In order to see all the articles of the archive which have as author/co-author one of the authors mentioned below, you have to access the link from the author's name. |
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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. |
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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. | |||||||