Strategies for leading negotiations in multicultural business environment
Professor Kiril Todorov, DCs, Yordanka Ivanova
Business negotiations play significant role in terms of internationalization and dynamization of business environment which is to be increased in the future. A basis for successful implementation of business negotiations is the choice of appropriate strategy which to consider both individual and cultural characteristics of negotiators. The negotiators are expected to have in mind specific features of business negotiation process in choosing appropriate strategy as well as the type of negotiation (integrative, distributive). The knowledge of models, mechanisms and methods which to be put into practice by the strategy is also referred here. The recent article is focused оn those strategies, techniques and tactics (constituent part of the business negotiation process), which act as a critical success factors in multicultural business negotiations. Mini case-studies, examples and empirical researches are specially selected as a useful tool which to provide practical outlook of leading business negotiations. These are used also to visualize difficulties in interaction between representatives of various cultures (German, French, American, Mexican, Japanese and Bulgarian cultures) within the framework of whole business negotiation process.
Key words: business negotiation process, business negotiation strategies, multicultural business environment, cultural characteristics of negotiators, negotiator types.
JEL: L14, M14