Business negotiation in a multicultural environment

Pregovori su temelj svakog poslovnog procesa i svake poslovne suradnje. Današnje društvo kao i poslovni svijet karakterizira pojava multikulturalnosti. Na globalnom tržištu susreće se velik broj različitih kultura te je danas poslovno pregovaranje u multikulturalnom okruženju postalo uobičajeno. Kako bi proces pregovaranja bio uspješan, pregovarači se moraju kvalitetno pripremiti i upoznati s kulturom, tradicijom, sustavima vrijednosti i kulturnim običajima druge strane. Kulturološke razlike uvjetovane su i različitim povijesnim nasljeđem, geografskim položajem te nacionalnim, religijskim i rasnim razlikama. U skladu s kulturom razlikuju se stilovi pregovaranja u pojedinim zemljama.Negotiations are the foundation of every business process and every business co-operation. Today's society as well as the business world is characterized by appearance of multiculturalism. A large number of different cultures are encountered on the modern global market and today business negotiations in a multicultural environment has become commonplace. In order for the negotiation process to be successful, negotiators must be well prepared and acquainted with the culture, tradition, values systems and cultural traditions of the other side. Cultural differences are also conditioned by different historical legacies, geographic position, nationality, religious and racial differences. According to different culture, the negotiating styles are also different in certain countries