Sustainable agreements during inter-cultural negotiation

Nijole Petkeviciute, Dalia Streimikiene

Research output: Contribution to journalArticle

1 Citation (Scopus)

Abstract

The process of negotiation in global context always is unique but not of that it never unrepeatable, but that behaviour, skills and preparation of people from different cultures are always different. The negotiators that support trust-based relationships are more likely to reach sustainable agreements more quickly and easily-you only need to be fair, open, consistent, reliable and appreciate agreements (Goldwich, 2010). The article analyses the inter-cultural context of modern negotiation and peculiarities of negotiators' skills for sustainable agreements. It also includes the conception of sustainable agreements and arguments for the necessity of sustainable agreements during intercultural negotiation. In order to understand individuals' point of view on preparation, behaviour and attitude to sustainable agreement in inter-cultural environment scientific literature and research papers were analysed. It is important to assess the effects of both cultural and organizational culture on negotiation and to define the necessary adaptive skills for achieving sustainable agreements during negotiation process. The results of the carried out research show that in order to obtain sustainable agreements in negotiation negotiators need appropriate preparation, behaviour and skills.

Original languageEnglish
Pages (from-to)21-35
Number of pages15
JournalTransformations in Business and Economics
Volume13
Issue number3
Publication statusPublished - 2014
Externally publishedYes

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Keywords

  • Inter-cultural negotiation
  • Skills of negotiators
  • Sustainability
  • Sustainable agreements

ASJC Scopus subject areas

  • Political Science and International Relations
  • Social Sciences (miscellaneous)
  • Business and International Management
  • Marketing
  • Economics and Econometrics

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