Composition of a negotiation team – a comparative study between Polish and American negotiators

• Authors: Chmielecki, M.

Title variants

PL

Budowa zespołu negocjacyjnego – studium komparatywne pomiędzy polskimi i amerykańskimi negocjatorami

• Languages of publication: EN

Abstracts

EN

The purpose of this study is to (a) examine theoretical and empirical literature about similarities and differences in cross-cultural negotiation styles between Polish and American negotiators, (b) explore the impact of cross-cultural differences in negotiation team composition between Polish and American negotiators, (c) identify team composition implications for international trade negotiations. Cross-cultural negotiation has a significant influence for companies doing business in other countries wanting to have productive outcomes, whereby negotiation processes and outcomes will become the most important factors for reaching agreements in the business world. The article presents quantitative research findings obtained from 211 Polish and 149 American respondents.

PL

Celem tego badania jest (a) analiza teoretycznej i empirycznej literatury na temat podobieństw i różnic w stylach negocjacji międzykulturowych pomiędzy polskimi i amerykańskimi negocjatorami, (b) zbadanie wpływu różnic międzykulturowych na skład zespołu negocjacyjnego w kulturze polskiej i amery-kańskiej (c) określenie konsekwencje składu zespołu negocjatorów dla między-narodowych negocjacji handlowych. W artykule przedstawiono wyniki badań ilościowych uzyskane od 211 polskich i 149 amerykańskich respondentów.

Keywords

EN

negotiation; composition of a negotiation team; negotiation team; cross-cultural negotiations

PL

negocjacje; skład zespołu negocjacyjnego; zespół negocjatorów; negocjacje międzykulturowe

• Journal: Organizacja i Zarządzanie : kwartalnik naukowy
• Year: 2014
• Volume: nr 2
• Pages: 17--29
• Physical description: Bibliogr. 25 poz.

Contributors

author

Chmielecki, M.

• Społeczna Akademia Nauk Wydział Zarządzania. Katedra Marketingu

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Notes

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