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Intercultural competence as condition of successful business-negotiations

Annotation

The study the problem of increasing the efficiency of business negotiations between representatives of different cultures with their characteristic cognitive dissonance assimilated business practices and communication strategies, as well as the dominant values and meanings acquires a particular importance for the modern psychological science and practice in modern conditions. The intercultural competence participants of the business negotiation is defined as the set of relevant cultural values, norms, attitudes and social skills providing conflict-free, performance and comfort of the negotiation process in a multicultural environment. The leading scientific approaches to the definition of this phenomenon highlight the importance of the success of dialogic negotiation and structured values of component of intercultural competence are analyzed. It is concluded that cultural negotiating style, and specific features of the business strategies of different cultures influences on intercultural competence in the negotiations.

Keywords

negotiation; intercultural competence; dialogue

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UDC

316.485.6

Pages

84-88

References

1. Sadokhin A.P. Mezhkul'turnaya kompetentnost': sushchnost' i mekhanizmy formirovaniya: avtoref. dis. ... d-ra kul'turologii. M., 2009. 2. Koval' N.A., Koval' M.V. Refleksivnoe vzaimodeystvie v peregovorakh // Izvestiya Smolenskogo gosudarstvennogo universiteta. Seriya Estestvoznanie i meditsina. Smolensk, 2010. № 3 (11). S. 327-334. 3. Mel'nikova N.A. Sotsial'naya psikhologiya: konspekt lektsiy. M., 2008. 4. Koval' N.A., Koval' M.V. Psikhotekhnologiya formirovaniya refleksivno-dialogicheskogo vzaimodeystviya v peregovornom protsesse // Vestnik Voronezhskogo gosudarstvennogo tekhnicheskogo universiteta. 2012. T. 8. № 10 (2). S. 11-17. 5. Koval' N.A., Koval' M.V. Metodologicheskie osnovy izucheniya refleksivnogo vzaimo-deystviya // Izvestiya Smolenskogo gosudarst-vennogo universiteta. Seriya Estestvoznanie i meditsina. Smolensk, 2010. T. 1. № 2 (10). S. 317-324. 6. Koval' N.A., Koval' M.V. Peregovornyy protsess: dialog, refleksiya, vzaimodeystvie: monografiya. Tambov, 2009. 7. Mil'rud R.P. Simvoly kul'tury: monografiya. Saarbruke, 2012. 8. Ivanova I.N. Modernizatsiya ekonomiki i razvitie gosudarstva: v 2 t. M., 2006.

Received

2014-02-17

Section of issue

Intercultural communication

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