Intercultural competence in contract initiation (Paperback). Questo articolo non è disponibile.Intercultural competence in contract initiation (Paperback)

Paperback. This book deals with intercultural differences in contract initiation in the medical device industry in Austria and Germany. It examines the question of whether there are intercultural differences and how these affect negotiation situations. To this end, employees in medical device companies in Austria and Germany were surveyed using a qualitative study. The results of this study show that different approaches could already be observed in the preparatory phase of negotiations. Even during the negotiation phase, individual cultural differences play a role in communication. Once a contract has been concluded, different factors can also be relevant for its successful implementation. Knowledge of the other culture is considered necessary in order to be able to act interculturally competently in cross-border contract negotiations. This item is printed on demand. Shipping may be from multiple locations in the US or from the UK, depending on stock availability.