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Effects of National Cultures in Contract Negotiations: A Study of Turkish and American Cultures

机译：民族文化在合同谈判中的作用：土耳其与美国文化研究

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This thesis examines the impact of national cultures in international contract negotiations. The main focus, however, is negotiations between Turkish and American entities. The key cultural differences between the two societies are determined by a cultural survey amongst Turkish and American participants. Prof. Geert Hofstede's 'five dimensions' model was implemented to reveal characteristics of these two cultures. The survey questions used by Hofstede were changed and adjusted, however, to fit the needs of this particular study. In the light of the survey results and comments obtained from experienced Turkish and American businessmen, this study provides an analysis of the differences between the two cultures and proposes general considerations and roadmaps to guide contract negotiators of these two cultures.

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作者
Kutlu, M.;
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年度 1999
页码 1-111
总页数 111
原文格式 PDF
正文语种 eng
中图分类工业技术;
关键词
Culture; Political negotiations; Contract administration; Societies; Theses; Surveys; International relations;

机译：文化;政治谈判;合同管理;社团;论文;调查;国际关系;

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Effects of National Cultures in Contract Negotiations: A Study of Turkish and American Cultures

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