The Intercultural negotiation practices of Italy and French: Investigate the cultural differences that create friction in the international business

Abstract

The new economy trend has transformed the global market. It consists in a trilogy of different forces: Globalization, Trade liberalization and information technology. Globalization has destroyed national borders, free trade has risen economic integration, and technology and communication revolution has deleted geography and time distant. The paper will start by describing what negotiation consist and how culture can affect negotiations. Follow this, a survey to understand the different way of doing business from the point of view of the customers and from the point of view of the companies.