EUROPEAN CROSS CULTURAL DIFFERENCIES VS. GERMAN AND ROMANIAN STYLE NEGOTIATIONS

Abstract

Negotiation is a kind of communication between contractual partners having a target, a consensual objective to achieve. In an international negotiation, the businessmen have to know the culture of their partner in order to approach him according to his language, habits, traditions, moral and religious customs. In Europe we know two kinds of cultures: monochronic and polychronic cultures and some authors describe the cultural trinity (Northern, Central and Southern geographical oriented cultures). In the European Union the trend is to have UNITY IN DIVERSITY, proper to the prospective European family, defined by tolerance, understanding, competitive alliances and win-win negotiations. This goal will be achieved by knowing the cross cultural differences, playing the role of the adult negotiator, tolerant, knowing and understanding each other.