Author:
Sobral Filipe,Carvalhal Eugenio,Almeida Filipe
Abstract
Culture profoundly influences how people think, communicate, and behave. Successful cross‐cultural negotiations require an understanding of the negotiation style of those on the other side of the table, and the acceptance and respect of their cultural beliefs and norms. The focus of this paper is to identify the styles of negotiation that tend to be adopted by Brazilian negotiators. Participants were 683 experienced negotiators from 22 Brazilian states. The Brazilian style of negotiation is described based on seven culturally sensitive dimensions that are present in negotiations: the nature of the activity, the role of the individual, uncertainty and time, communication, trust, protocol, and outcomes.
Subject
Strategy and Management,Business and International Management
Cited by
6 articles.
订阅此论文施引文献
订阅此论文施引文献，注册后可以免费订阅5篇论文的施引文献，订阅后可以查看论文全部施引文献