Strategy and Tactics of the Negotiating Process in a Cross-Сultural Perspective

The main purpose of this research was to compare the studied strategies of negotiations between the Republic of Moldova and the Russian Federation. To reach this goal, strategies and tactics of negotiation, the models of cultural dimensions and the impact of culture on the negotiation process have been studied. Although I analyzed the cultural characteristics of the Republic of Moldova and the Russian Federation, identified the main negotiating strategy in the Russian Federation and the Republic of Moldova and gave recommendations on the use of strategies in the presented countries. Distributive and integrative approaches to the negotiation process were chosen for the research. The model of Geert Hofstede was used to compare and identify national characteristics in the presented countries. Content analysis method was used to collect the database, and interpretation method - to analyze a database. During the study the following suggestions were confirmed: under the influence of cultural characteristics the Russian representatives implemented a distribution strategy; in joint negotiations between the Russian Federation and the Republic of Moldova, representatives of Moldova implement integrative strategy, while representatives of Russia – used a distributive one; if the same strategy is used by different representatives, it is implemented by different sets of tactics. It was also suggested that under the influence of national characteristics representatives of Moldova implement integrative strategy, but it was proved to be true only in part: Moldavians equally implement a distributive and integrative negotiation strategies.