English Text

Cultural diversity is one of the

characteristics of negotiation that takes place at
the international level. International negotiations
present a number of features as the role of
distance or complexity and duration of the
negotiation process. The main elements which
distinguish international negotiation from
national negotiation are: cultural differences
between legal systems, as well as those between
political and administrative systems.
Even if there is one European Union
market, this doesnt mean that people, whether
managers or professionals, behave the same in
USA as they do in Germany or in Japan.
Therefore, when you conduct business abroad or
play host to foreign partners, it is important to
be aware of cultural differences.
The American negotiating style is probably
the most influential in the world. The process of
negotiation is characterized by a positive and
informal attitude and Americans usually use
aggressive tactics to increase their power and
they are risks takers. American business people
feel that a silence can be embarrassing and
hence it must be filled up with conversation.
The fact that Americans are likely to talk loudly
is often interpretive in Europe as aggressive or
uncultivated behavior.
Four features that we can identify in
relation to the American negotiator are:
exuberance, professionalism, ability to do
business and short term orientation.

Dictionary

Feature-trasatura
Legal system-sistem juridic
Within-in cadrul
Hence-prin urmare

Romanian Text
Diversitatea culturala este una dintre
caracteristicile negocierilor ce se desfasoara la
nivel international. Negocierile internationale
prezinta o serie de trasaturi precum rolul distantei
dintre parteneri sau complexitatea si durata
procesului de negociere. Principalele elemente care
disting negocierea internationala de cea nationala
sunt: diferentele culturale dintre sistemele juridice,
precum si acelea dintre sistemele politice si
administrative.
Chiar daca este o singura piata a Uniunii
Europene, asta nu inseamna ca oamenii, fie
manageri fie profesionisti, se comporta la fel in
SUA cum se comporta in Germania sau in Japonia.
Prin urmare, cand conduci afaceri in strainatate sau
esti gazda pentru parteneri straini, este important sa
fi constient de diferentele culturale.
Stilul de negociere american este probabil cel
mai influent din lume. Procesul de negociere este
caracterizat de o atitudine pozitiva si informala, si
americanii folosesc adesea tactici agresive cu
scopul de a-si creste puterea si de asemenea isi
asuma riscuri. Oamenii de afaceri americani
considera ca linistea poate fi jenanta si prin urmare
trebuie acoperita prin conversatie. Faptul ca
americanii tind sa vorbeasca tare este de multe ori
interpretat in Europa ca fiind un comportament
agresiv sau necultivat.
Patru trasaturi pe care le putem identifica in
relatia cu un negociator american sunt: exuberanta,
profesionalismul, abilitatea de a conduce afaceri si
orientarea pe termen scurt.