Rapid internationalization of the European business environment requires development of international project and team management, intercultural internal and external communications, conflict management skills, etc. These skills, in their turn, involve negotiation process (strategical, tactical and ethical aspects) and cross-cultural proficiency. Development of such skills could be regarded as responsibility of the university. The purpose of the present study is to research MBA students’ attitude to different negotiation tactics depending on their cultural background. The tasks of the study are: (1) to establish the theoretical framework (theories, concepts, research paradigms); (2) to work out the research design and conduct the research; (3) to interpret empirical results and work out proposal – a free standing mini-module “Intercultural negotiation skills” for the university. The main research method applied is a survey using 5-point Likert scale. Using a questionnaire derived based on SINS scale (“Self-reported Inappropriate Negotiation Strategy Scale” created by R. J. Robinson, R. J. Lewicki and E. M. Donahue) 88 MBA students of the Latvian universities rated 16 negotiation tactics on a 5-point appropriate-inappropriate scale. Analyses of scale ratings yielded results that students’ evaluation of negotiation tactics did not depend on cultural background (the research was conducted among international students) in statistically significant way, though there were differences in responses within evaluation of certain statements. The article works out suggestions how to incorporate issues of intercultural negotiation strategies within courses. DOI: http://dx.doi.org/10.5755/j01.eis.0.12.21232

中文翻译：

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发展文化间的谈判技巧，以应对多样化的欧盟商业环境的当前挑战，这是大学社会责任的一部分

欧洲商业环境的快速国际化要求开发国际项目和团队管理，跨文化的内部和外部沟通，冲突管理技能等。而这些技能又涉及谈判过程（策略，战术和道德方面）和跨文化熟练程度。发展这种技能可以被视为大学的责任。本研究的目的是研究MBA学生根据其文化背景对不同谈判策略的态度。研究的任务是：（1）建立理论框架（理论，概念，研究范式）；（二）制定研究设计方案并进行研究；（3）解释实证结果并提出建议-大学的一个独立的微型模块“跨文化谈判技巧”。应用的主要研究方法是使用五点李克特量表进行的调查。使用基于SINS量表（由RJ Robinson，RJ Lewicki和EM Donahue创建的“自我报告的不适当谈判策略量表”）的问卷，拉脱维亚大学的88名MBA学生在5分适当不适当量表上对16种谈判策略进行了评分。量表评分的分析得出的结果是，尽管某些陈述的评价在回答上存在差异，但学生对谈判策略的评价并不以文化背景为依据（取决于在国际学生中进行的研究），而对文化背景的评价没有统计学意义。本文提出了一些建议，如何将跨文化谈判策略的问题纳入课程中。DOI：http：//dx.doi.org/10.5755/j01.eis.0.12.21232