Leadership – a mechanism to overcome the cultural difference in negotiation

Abstract

Understanding deficiency in negotiations is determined by the material ignorance of cultural differences. Knowing the ethnic/ cultural profile is a cooperation platform between two countries/ cultures. Reversed axiom means that the absence of strategy in this direction damages the negotiation process. Starting from three cultural paradigms of scientific researchers we have the opportunity to forecast cultural patterns of our partners, being conscious of our ancestral „resources”. The mechanism that equilibrates cultural dispute in a communication process between different parties is leadership. CZU: [316.46:331.106.42]:316.347; JEL: A13; A14; Z1; Z13; DOI: https://doi.org/10.53486/dri2022.05