Globalization has affected the business environment worldwide, and today companies find themselves dealing with business partners from all over the world. A new aspect related to this phenomenon is the intercultural interaction that seems to be required in addition to the professional field expertise to be able to navigate this new environment. In this context, this master’s thesis focuses on cross-cultural negotiations in the construction field in Romania.

Taking a holistic view, the focus is centered on the main factors affecting the cross-cultural negotiation process. Aspects related to negotiation strategy, cultural dimensions, and inter-dynamic communication are all considered to provide a complete understanding of cross-cross negotiations. Thus, interviews with experienced negotiators from the local market were conducted and analyzed through qualitative analyses.

The research attempts to illustrate the challenges, the unseen obstacles, and all the essential parts that conduct to a solid outcome in cross-cultural negotiation and to provide some brief recommendations on how to improve the relevant skills needed for effective results.