أثر التباين الثقافي في التفاوض

Abstract EN

Negotiating from a national identity perspective involves various patterns of social and cultural life that bear an unmistakable impact on the course of negotiations.

These patterns can be shown through a comparison of basic cultural concepts prevelent in various societies.

The study attempts to probe the impact of culture on the negotiation process, by shedding light on the relationship between the verbal and non-verbal communication modes and the interaction between the negotiators.

If negotiation is simply a communicative act of interaction, then it is possible to establish a firm relationship between culture and negotiation in ways that will be summed up below: 1- Cultural difference affects the nature and contents of direct verbal communication.

Such differences are incarnated in the choice of language, mode of expression and vocabulary.

Lucidity of style is one of the most important factors that affect the course of dialog.

Another is a consideration of the feelings of the addressee by avoiding threats or promises.

2- Cultural difference affects the nature and contents of non-verbal communication in several respects.

These include personal appearance, intonation, facial expressions, paralinquistic body language that may confirm, oppose, modify or conclude a verbal message.

The study proposes training negotiators in the basics of face-to- face communication, verbal and non-verbal, as well as familiarizin° to negotiators with areas of cultural difference related to these two patterns of human communication.