Négocier en Europe
Negotiating with The Netherlands
Résumé (en anglais)
This article aims at providing an understanding of both the Romanian and Dutch cultures by analyzing them from the cultural dimensions provided by Edward T. Hall (1976), Geert Hofstede (1980) and the GLOBE Study (2004). In doing so, the author will start by mapping the Romanian and The Netherlands country profiles and at the same time will make an analysis of the two countries from selected cultural perspectives, i.e. Hall's, Hofstede's and the GLOBE models. The empirical research of this paper will be the done by means of a participant observation, a semi-structured interview and a survey among professional buyers and sellers doing business in these two countries. With this the author will attempt to sketch the profile of a Dutch and of a Romanian negotiator.
Mots-clés (en anglais) —
business negotiation · national culture · participant observation · interview · survey · The Netherlands · RomaniaCiter cet article
Amarie, A. (2015). Negotiating with The Netherlands. Dialogos, 31, 35–51.
Amarie, Ana. “Negotiating with The Netherlands.” Dialogos, vol. 31, 2015, pp. 35–51.
Amarie, Ana. 2015. “Negotiating with The Netherlands.” Dialogos 31: 35–51.
@article{amarie2015negotiating,
author = {Amarie, Ana},
title = {Negotiating with The Netherlands},
journal = {Dialogos},
year = {2015},
volume = {31},
pages = {35--51}
}TY - JOUR AU - Amarie, Ana TI - Negotiating with The Netherlands JO - Dialogos PY - 2015 VL - 31 SP - 35 EP - 51 ER -