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REFERAT

STILUL AMERICAN DE NEGOCIERE: AMERICA DE NORD

I CANADAȘ

CUPRINS:

1. INTRODUCERE.......................................................................................... .............. ... 3

2. CARACTERISTICI GENERALE.......................................................................... ............ 3

3. CARACTERISTICI SPECIALE................................................................................. ....... 4

4. ÎNCHEIERE.............................................................................................................. ... 4BIBLIOGRAFIE............................................................................................................. ..... 5

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1. INTRODUCEREStilul de neg !ie"e #$e"i!#n e%te &" '#'il !el $#i in(luent din lu$e. E%te %tilul !#"e

lite"#tu"# %i &e !#"e $ulti #$eni in!e#"!# %#)l ! &ie*e. E%te !#"#!te"i*#t in#inte &e"% n#lit#ti de' "d#nte !#"e t"#n%$it in%t#nt#neu %in!e"it#te %i !#ldu"#+ &e"%in!"e*#t #"e %i %igu"e &e ele %i !#"e #u u%u"int# de # t"e!e i$edi#t l# ! n,e"%#t Neg !i#t "ul int"# in !#$e"# de neg !ie"i in!"e*#t " %i , "'ind #(i"$#ti,.

Se &une #!!entul &e ! $&etiti,it#te+ $#-i$i*#"e# &" (itului+ e(i!ient#+ &""idi!#t#. #l "i !#"e inte",in in &" !e%ul de neg !ie"e: indi,idu#li%$ul+ $#te"i#li%$ul+ & *iti,# (#t# de %!/i$'#"e+ ! n!e&tul de ti$& !# "e%u"%# li$it#t# !#"e t"e'uie %# (ie !ge%ti n#t#.

A!e%t %til %e !#"#!te"i*e#*# &"in "ient#"e# &e te"$en %!u"t+ in!e&e"e# entu*i#%$+ u"$#"ind !#%tigul+ %e ! n!ent"e#*# &e "et "i!# %i &ute"e# de ! n,ingt"#n%$i%e %unt !l#"e+ di"e!te+ &"e*ent#"ile %unt 'ine &u%e l# &un!t %i #"gu$ent#te+in!#t %# #t"#g# inte"e%ul. O'ie!tul neg !ie"il " e%te #' "d#t %e!,enti#l+ &" 'le$# !uC n!e%iile %e (#! t"e&t#t+ &e $#%u"# !e %i !e#l#lt# "te (#!e ! n!e%ii. Pun!tele t#" &"e*ent#"ii (e"tel "+ u"$#"ind un !#%tig !#t $#i $#"e %i $ dul in !#"e utili*e#*# ti$&uli$it#t#. A ung l# ti$& l# int#lni"i %i %e %i$t igniti d#!# !e#l#lt# "te int#"*ie+ %t#'ile!e#l#lt# "te un &l#n de de%(#%u"#"e # neg !ie"il " %i d "e%! !# #!e%t# %# (i! n%ide"#ti !l ! #t!/e"%5. Inde&lini"e# l# ti$& # ( "$#lit#til " e%te &ent"u #$e"i!#ni ,it#l# &ent"u (elul l " de # (#!e #(#!e"i %i # %t#'ili "el#tii #$i!#le. O #lt# !#"#!te"i"e%&e!t#"e# te"$enel ")li$it#.

2. CARACTERISTICI GENERALE

In !#d"ul !ultu"ii #$e"i!#ne "e%&e!tul e%te #% !i#t %u!!e%ului e! n $i!. E-i%t# de(init#: 6 /eele")de#ling6+ !#"e %e "e(e"# l# &"e !u"e# de # 'tine %i$' lu"ile %u!!e%C#"#!te"i%ti!i:• i%i i#u $#" # de &"et &ent"u # #! &e"i #nu$ite "e#li*#"i de ! nt"#!t7• neg !ie"e# e ,#*ut# !# un &" !e% ! $&etiti, %#n#t % %i ! n%t"u!ti,7• neg !ie"e# %e & #"t# &e '#*# de (e"te %i ! nt"# (e"te "e&et#te7• t tul t"e'uie t"e'uie %# (ie !l#"+ ! $en%u"#'il+ e(i!ient+ ! n( "t#'il7• %e !#ut# eli$in#"e# tutu" " g"eut#til " de l# in!e&ut7• #! "d# $#"e #tentie "g#ni*#"ii+ &une #!!ent &e &un!tu#lit#te7• l# &"i$ele int#lni"i %unt ,i#li+ &"ieten %i+ n"&" t ! l#"i7• $#ni(e%t# #%&e!te de 8leg#lit#te8 in "el#tiile %e()%u' "d n#ti7• li&%# de !un %tinte %i inte"e% (#t# de t#"i %i !ultu"i %t"#ine7• &"etuie%! "e#li*#"ile i$& "t#nte+ %unt indi,idu#li%ti %i %e "e !# de,i*# 8e

!el $#i 'un8 le e%te &" &"ie7• tendint# de #)%i #%u$# "i%!u"i e%te $#i $#"e de!#t l# #ltii7• , " ! nt"#!te !#t $#i %u$#"e %i intelege"i %u' ( "$# de 8gentle$en #g"ee$ent8

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• ude!#"e# litigiil " in SUA du"e#*# $ult %i de "egul# !ine %e ude!# l# #"'i &ie"de7

• neg !i#t "ii #$e"i!#ni #' "de#*# neg !ie"e# !# &e un ! de &ing)& ng7• #!!entul e%te &u% &e "#&idit#te %i e(i!ient#7• in( "$#tiile &"i,ind "tene"ul %e ! n!ent"e#*# #%u&"# $ ti,#tiil " #!e%tui#

!u t"#n*#!ti# "e%&e!ti,#7• %tilul de , "'i"e e%te li'e"+ ne&" t ! l#"+ ,e%ti$ent#ti# de "egul# ne! n( "$i

e-t"#,#g#nt#7• ie"#"/i*#"e# in !#d"ul deleg#tiei e%te g"eu de %e%i*#t7• neg !i#t "ul #"e un $#nd#t el#%ti!+ !ee# !e ii &e"$ite in gene"#l %# #d &te

"#&idit#te 7• tendint# de #%u$#"e # un " "i%!u"i e%te $#"e7 de "egul# neg !i#t "ul e%te e,#

%i nu in (un!tie de "e*ult#tul (ie!#"ei t"#n*#!tii7• #"gu$ent#ti# e%te '#*#t# &e ele$ente de e(i!ient#+ i#" neg !ie"e# %e (#!e 8

&un!t8 !u #&" &ie"e# t"e&t#t# %&"e % lutie de ! $&" $i%7• #!tiunile de &" t ! l %unt de%tin%e+ %e &"#!ti!# %i in,it#"e# "tene"il

neg !i#t "ului+ i#" % tiile #!# un " l i$& "t#nt in #!tiunile de &" t ! l7• une "i %unt "g#ni*#te #!tiuni de &" t ! l l# $#"i "e%t#u"#nte %#u #!tiuni ,i*

%#u 8ind#t "#"e#8 "tene"ului &"in ,i*ite l# '#"u"i %#u !#'#"ete de n #&te7• %e!tiile e! n $i!e %i #$'#%#dele (u"ni*e#*# &e"$#nent in( "$#tii &"i,ind &e"

de*, lt#"ii e! n $i!e t#"ii "e%&e!ti,e %i d $eniile de inte"e% &ent"u ne#$e"i!#ni7

• %&"e de %e'i"e de #lti "tene"i+ neg !i#t "ii #$e"i!#ni ! n%ide"# !# (#!te%te ele$entul e%enti#l+ &"i "it#" &ent"u %u!!e%ul in neg !ie"i.

3. CARACTERISTICI SPECIALE• %# !"ee*i "el#tii de &"ietenie !#"e %# "#%&und# %&i"itului l " de &"i$i"e %i • %# #"#ti #nu$it# $ de%tie #%u&"# &"eg#ti"ii t#le uni,e"%it#"e+ d#!# e !#

"iginii % !i#le+ n tiune# de 8t"i$ niu % !i#l8 nu)i inte"e%e#*# del !7• %# le intelegi #$'iti# &e"% n#l# !#"e %e in%!"ie in l gi!# de%!ent"#li*#"ii

int"e&"inde"e %i "e!un #%te"e# $un!ii !# %u"%# e%enti#l# # "eu%itei7• %# le #!!e&ti "#&idit#te#+ g"i # l " &ent"u e(i!ient#+ &"#g$#ti%$ul l " 8 ti$e • %# le %&ui 'ie!ti,e !l#" de(inite7• %# le "e%&e!ti #ng# #$entele de &"et+ !e# !e nu e-!lude %# (ii #%i%t#t de u

l# in!/eie"e# ! nt"#!tel ".

4. ÎNCHEIERE

In ! $"#ti,e !u #lte %tilulu"i+ e%te ! n%ide"#t !el $#i "#&id+ %i e(i!ient. Neg !i#td #" & %iti,i%$+ d#" %i &" (e%i n#li%$. Se "e! $#nd# #!e%tui %til de &e"(e!ti &" $&titudine+ &un!tu#lit#te+ "#&idit#te in neg !ie"e+ &"e*ent#"i 'ine "g#ni*#te % &" (e%i n#li%$+ #!!ent &e $ dul de &"e*ent#"e # &" du%ului.

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BIBLIOGRAFIE

1. ill S! tt+ ;A"t# neg !ie"il ";+ 1