Resumen

SOBRAL, Filipe; CARVALHAL, Eugênio  y  ALMEIDA, Filipe. The Brazilian style of negotiation. Rev. Portuguesa e Brasileira de Gestão [online]. 2012, vol.11, n.2-3, pp.84-94. ISSN 1645-4464.

For many organizations, international negotiations have become the norm rather than an exception that occurs only occasionally. In this era of globalization, there is a great need to understand how culture influence negotiations between parties in different regions of the globe. 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 most commonly 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.

Palabras clave : Negotiation; International Business; Culture; Brazil.

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