Abstract
Nowadays the phenomenon of globalization is in our everyday life. International relations between countries or international decisions concerning politics and business are the result of international negotiation. Negotiation is the pursuit of an understanding that is focused on material interests and is of quantifiable issues between two or more individuals in a limited time. The goal of the negotiation is to gain an advantage at the end of the negotiation. Reaching an agreement implies the confrontation of different interests; each part is intended to make compromise.
In the international context the objects of the negotiation are multiple and they reveal certain specificities about:
-Value differences
-Linguistic differences
-Geographic differences
-Temporal differences
-Legal differences
-The choice of the strategy
These specificities bring several stakes that we should take into account in the process of the negotiation:
-The importance of the culture
-Mastering the different techniques and theories of international negotiation
I would like to ask this question: Is the international negotiation is a matter of culture? Indeed a good international negotiator has to know and understand the culture of the other board of negotiators thanks to the different cultural theories and be able to master the different techniques of negotiation in order to be the most persuasive and in order to build a reliable relationship.
