The globalization of negotiation, and the emergence of new companies operating in the international market, actualize the problems of studying national styles of negotiation. The subject of the theses is the specificity of negotiating Russian companies with companies from China and Iran, which is due to the development of Russia's economic cooperation with these countries. Despite the decline in Russian foreign trade and the devaluation of the ruble, trade with Asia grows, its share in the overall foreign trade turnover of the country is rapidly increase. The theoretical base of a research relies on works of such authors as G. Hofstede, F. Trompenaars, S. Ronen, R. Meade, E. Shane, M. Porter, F. Lyutens, E. Renan, O. Bauer, G. Le Bon, K.S. Aksakov, A.S. Homyakov, Yu.F. Samarin, B. Anderson, R. Brubeyker, I. Berlin, E. Balibar, E. Gellner, G. Kohn, E. Hobsbaum, G.D. Gachev, D.S. Likhachev, G.M. Andreyeva, O.A. Bayeva, V.L. Israelyan, E.Ya. Solovyov, R. Coen, J. Nirenberg, etc. Research objective is to define a role and value of national style as most important factor of negotiations on the example of China and Iran. Information base of a research are 6 indexes Hofstede across China and Iran of measurements of culture, statistical data for definition of the population of the countries and a share of the agrarian population of China, data on the Uralmekhanobr company: the balance sheet for the analysis of activity of the company for 2015 and 2016 given deep interviews of staff of the company. Main results of the theses are: classification of formal and substantial characteristics of business negotiations is given; the common and distinctive features inherent in these cultures are revealed; recommendations about behavior are made during business negotiations with partners of China and Iran; the hypothesis of the importance of cross-cultural factors for success of negotiations and financial results of activity of the company is confirmed. / Глобализация переговорных процессов, появление новых компаний, действующих на международном рынке – всё это актуализирует проблематику изучения национальных стилей ведения переговоров. Предмет исследования –особенности ведения переговоров российских компаний с компаниями из Китая и Ирана, что обусловлено развитием экономического сотрудничества России с этими странами. Несмотря на спад российской внешней торговли и девальвацию рубля, торговля с Азией растет, быстро увеличивается ее доля в общем внешнеторговом обороте страны. Теоретическая база исследования опирается на работы таких авторов, как Г. Хофстеде, Ф. Тромпенаарс, С. Ронен, Р. Мид, Э. Шейн, М. Портер, Ф. Лютенс, Э. Ренан, О. Бауэр, Г. Лебон, К.С. Аксаков, А.С. Хомяков, Ю.Ф. Самарин, Б. Андерсон, Р. Брубейкер, И. Берлин, Э. Балибар, Э. Геллнер, Г. Кон, Э. Хобсбаум, Г.Д. Гачев, Д.С. Лихачев, Г.М. Андреева, О.А. Баева, В.Л. Исраэлян, Э.Я. Соловьев, Р. Коэн, Дж. Ниренберг и др. Цель исследования: определить роль и значение национального стиля как важнейшего фактора переговоров на примере Китая и Ирана. Информационной базой исследования являются 6 индексов Хофстеде по Китаю и Ирану измерений культуры, статистические данные для определения населения стран и доли аграрного населения Китая, данные по компании «Уралмеханобр»: бухгалтерский баланс для анализа деятельности компании за 2015 и 2016 гг., данные глубинных интервью сотрудников компании. Основные результаты работы: дана классификация формальных и содержа-тельных характеристик деловых переговоров; выявлены общие и отличительные черты, присущие данным культурам; составлены рекомендации по поведению во время деловых переговоров с партнерами из Китая и Ирана; подтверждена гипотеза о значимости кросс-культурных факторов для успеха переговоров и финансовых результатов деятельности компании.

<p>Negotiations are a frequent part of international business. Parties involved in a negotiation face different problems in reaching a successful outcome. When the parties have different cultural backgrounds the faced problems become more complex.</p><p>The study provides for an understanding of the negotiation and influencing factors in head office subsidiary relationship. The relationship is complex since the head office and the regional subsidiaries have different cultural backgrounds. One case study is performed between a global Dutch company and two of their local subsidiaries in Japan and Korea. A framework for the analysis is developed and the factors that influence the negotiation are identified. The data were compiled from interviews from the Dutch side.</p><p>The study reveals that the negotiation between the head office and their subsidiaries is complex. Culture is not the only barrier but the cultural awareness becomes critical. Other major influences between the head office and the subsidiaries are the organisation itself, status of the atmosphere and the relationship.</p>

Background: The starting point of the thesis is the growing importance of negotiations that serve to establish a relationship between the parties involved as companies’ business activities are getting more complex. Purpose: The purpose of the thesis is to find and to analyze which elements are of importance for parties, when creating a successful negotiation with regard to building long-term relationships, and if those elements differ for sales and procurement negotiations in companies with business activities of various kinds. Research method: The study was realized with the help of twelve qualitative interviews. Result: The elements of importance when creating a successful negotiation with regard to building long-term relationships were mainly elements of co-operation and to some extent elements of competition. Complex and public companies did also exhibit particular elements that were of importance for these categories. The elements did not part considerably regarding purchasers, sales representatives or companies with business activities of various kinds. The elements of importance when building long-term relationships were to a great extent dependent on human elements.

Negotiations are a frequent part of international business. Parties involved in a negotiation face different problems in reaching a successful outcome. When the parties have different cultural backgrounds the faced problems become more complex. The study provides for an understanding of the negotiation and influencing factors in head office subsidiary relationship. The relationship is complex since the head office and the regional subsidiaries have different cultural backgrounds. One case study is performed between a global Dutch company and two of their local subsidiaries in Japan and Korea. A framework for the analysis is developed and the factors that influence the negotiation are identified. The data were compiled from interviews from the Dutch side. The study reveals that the negotiation between the head office and their subsidiaries is complex. Culture is not the only barrier but the cultural awareness becomes critical. Other major influences between the head office and the subsidiaries are the organisation itself, status of the atmosphere and the relationship.

<p>Background: The starting point of the thesis is the growing importance of negotiations that serve to establish a relationship between the parties involved as companies’ business activities are getting more complex. </p><p>Purpose: The purpose of the thesis is to find and to analyze which elements are of importance for parties, when creating a successful negotiation with regard to building long-term relationships, and if those elements differ for sales and procurement negotiations in companies with business activities of various kinds. </p><p>Research method: The study was realized with the help of twelve qualitative interviews. </p><p>Result: The elements of importance when creating a successful negotiation with regard to building long-term relationships were mainly elements of co-operation and to some extent elements of competition. Complex and public companies did also exhibit particular elements that were of importance for these categories. The elements did not part considerably regarding purchasers, sales representatives or companies with business activities of various kinds. The elements of importance when building long-term relationships were to a great extent dependent on human elements.</p>

German-Russian relations are one of the most important economic topics discussed at present. The relations are strong thanks to a mutual and elaborate co-operation built on the power and importance of both countries. The goal of this thesis is to portray German-Russian mutual relations and find an answer to the question whether Germany is dependent on Russian energy supplies. The thesis has two main parts: the first is focused on a comparison of German and Russian economies, the second addresses trade relations. The comparison is based on macroeconomic indicators and culture in both countries, also showing the difference in business activities. Moreover, international trade in goods and services and foreign direct investment are discussed as well and are considered to be the key part of the thesis. Foreign direct investment is illustrated with particular instances and projects, followed by a chapter on the current anti-Russian sanctions. This chapter is rather extensive and therefore has its own interpretation. Finally, the thesis presents an overview of present bilateral agreements and contracts, including the organizations and institutions supporting the German-Russian co-operation.

This research explores the peculiarity of doing business in modern China. The author focuses on the country's cultural characteristics, specifics of Chinese communication and management styles, subtleties of business etiquette and negotiations as well as development of online commerce and other aspects of business dealings in China in the context of cross-cultural interaction. / В работе рассматриваются особенности ведения бизнеса в современном Китае. Автор акцентирует внимание на характерных чертах культуры страны, специфике китайского стиля делового общения и менеджмента, тонкостях бизнес-этики и деловых переговоров, а также на развитии интернет-торговли и других аспектах деловой культуры Китая в контексте межкультурного взаимодействия.