Intercultural competence in contract initiation

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.

Autorentext

Brigitte Auer-Karl, nacida en Graz en 1975, estudió Psicología Económica y Organizacional en la Universidad Danubio de Krems. Estos estudios, junto con los que ya había cursado anteriormente (una licenciatura en Marketing y Ventas y un MBA en Gestión General), le sirven de ayuda en su trabajo diario en un entorno internacional.