Intercultural Perspective on Negotiations: Russian Negotiators vis-à-vis American and Spanish Counterparts

Economic globalization and increasing business exchanges result in increased attention to the conduct and efficiency of intercultural business negotiations. Researchers formulate the recommendations for negotiating with the intercultural counterparts and to describe the aspects which vary from culture to culture and which may lead to misunderstandings. The current paper composes a list of the main aspects which should be considered while negotiating with people of different cultures. The work focuses on non-linguistic behavioral patterns of representatives of different cultures during negotiations. The research analyzes the works of scholars who dedicated their works to cultural differences (e.g. G Hofstede, E. Hall). The study develops the questionnaire which can be used to analyze the behavioral pattern of the participants of intercultural business negotiations which may be utilized by specialists in cross-cultural communication at the stage of preparation to intercultural negotiations. Then, based on the answers of the Russian participants of negotiations with Americans and Spaniards, the research provides the description of the behavioral features in the intercultural negotiations of the mentioned cultures The analysis results in the development of the recommendations for specialists who are going to participate in negotiations with Americans and Spaniards. Key words: intercultural business negotiation, American negotiators, Spanish negotiators.