Negocjacje jako instrument rozwiązywania konfliktów międzykulturowych w łańcuchu dostaw

Abstract

Mutual permeation of markets, globalization of production and distribution lead to standardi- zation of many forms of business activity including standards of behaviour and conduct. Meanwhile, culturally rooted models and procedures frequently impede the process of opening up to global economic trends becoming a source of many conflicts. Laying an emphasis on the organization’s internal relationships and its relationships with environment implies that interpersonal skills and especially skills of solving conflicts through negotiations tend to be of a special importance. It is due to the fact that in order to create networks of interacting organizations and combine different production factors it is necessary to interlink the organization’s own interests with those of companies co-operating with it. This situation imposes a new dimension of negotiations, which become an instrument of building definite relations in the global environment. The question which arises here concerns factors determining negotiating behaviours in the context of national and organizational cultures.