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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

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AchieveGlobal, Inc. 2008

Developing the 21st Century Workforce

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