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Intercultural competence in contract initiation

Intercultural competence in contract initiation

Paperback

Careers

ISBN10: 6209404553
ISBN13: 9786209404559
Publisher: Our Knowledge Publishing
Published: Dec 29 2025
Pages: 108
Weight: 0.34
Height: 0.26 Width: 6.00 Depth: 9.00
Language: English
This book deals with intercultural differences in contract initiation in the medical device industry in Austria and Germany. It examines the question of whether there are intercultural differences and how these affect negotiation situations. To this end, employees in medical device companies in Austria and Germany were surveyed using a qualitative study. The results of this study show that different approaches could already be observed in the preparatory phase of negotiations. Even during the negotiation phase, individual cultural differences play a role in communication. Once a contract has been concluded, different factors can also be relevant for its successful implementation. Knowledge of the other culture is considered necessary in order to be able to act interculturally competently in cross-border contract negotiations.

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