Vino Rezaldo | Universitas Andalas (original) (raw)
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Papers by Vino Rezaldo
International Business Negotiations are an essential form of communication between both companies... more International Business Negotiations are an essential form of communication between both companies and executives. This paper reviews the basic concept of international multicultural business negotiations, especially the typical Scandinavian ways to negotiate. The writer analyses the specific features in Scandinavian negotiations based on both literature review and the writer's own negotiation experiences. The Scandinavian negotiation style is very similar to other European countries; in general, very strict but polite. The main differences do not lie in the cultural but the legal and business issues. Though a tendency to move forward to more detailed legal documents is evident, many Scandinavian lawyers still prefer shorter and less formal contracts. This is partly due to the advanced commercial laws that prefer very general-minded agreements where the problem-solving does not have to be taken into account beforehand. The same flexibility can be noticed in dispute resolution, because the settlement is usually sought through ADR rather than going to the court.
International Business Negotiations are an essential form of communication between both companies... more International Business Negotiations are an essential form of communication between both companies and executives. This paper reviews the basic concept of international multicultural business negotiations, especially the typical Scandinavian ways to negotiate. The writer analyses the specific features in Scandinavian negotiations based on both literature review and the writer's own negotiation experiences. The Scandinavian negotiation style is very similar to other European countries; in general, very strict but polite. The main differences do not lie in the cultural but the legal and business issues. Though a tendency to move forward to more detailed legal documents is evident, many Scandinavian lawyers still prefer shorter and less formal contracts. This is partly due to the advanced commercial laws that prefer very general-minded agreements where the problem-solving does not have to be taken into account beforehand. The same flexibility can be noticed in dispute resolution, because the settlement is usually sought through ADR rather than going to the court.