Features of applying the Harvard negotiation model in business communication with representatives of Eastern countries

Against the background of Russia's turn to the East, the study of effective negotiation strategies is becoming especially relevant. Cultural differences between Western and Eastern approaches often create barriers, requiring adaptation of negotiation tactics and strategies. The article considers the possibility of adapting the Harvard Concept based on four principles: 1) separation of people and problems, 2) focus on the interests of the parties, 3) creation of multiple options for mutual benefit and 4) reliance on objective criteria for negotiations with representatives of Eastern Countries. We have analyzed and compared socio-cultural characteristics of a number of Eastern countries (hierarchy and collectivism, respect for traditions, the importance of non-verbal communication, the concept of “face-saving”), Eastern negotiation practices and principles of the Harvard Concept based on the classical works and theories by R. Fisher, W. Urey and G. Hofstede, and given recommendations that could help businessmen and diplomats overcome intercultural barriers and improve the effectiveness of negotiations.