The influence of culture on negotiation styles of brazilian executives

Detalhes bibliográficos
Autor(a) principal: Sobral, Filipe
Data de Publicação: 2008
Outros Autores: Carvalhal, Eugenio, Almeida, Filipe
Tipo de documento: Artigo
Idioma: eng
Título da fonte: Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
Texto Completo: http://hdl.handle.net/10316/42593
https://doi.org/10.2753/JMR1536-5433060203
Resumo: 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.
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spelling The influence of culture on negotiation styles of brazilian executivesCultureNegotiationCross‐culturalCulture 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.Emerald2008info:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/articlehttp://hdl.handle.net/10316/42593http://hdl.handle.net/10316/42593https://doi.org/10.2753/JMR1536-5433060203https://doi.org/10.2753/JMR1536-5433060203eng1536-5433https://doi.org/10.2753/JMR1536-5433060203metadata only accessinfo:eu-repo/semantics/openAccessSobral, FilipeCarvalhal, EugenioAlmeida, Filipereponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãoinstacron:RCAAP2021-06-29T10:03:39Zoai:estudogeral.uc.pt:10316/42593Portal AgregadorONGhttps://www.rcaap.pt/oai/openaireopendoar:71602024-03-19T20:50:32.689438Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãofalse
dc.title.none.fl_str_mv The influence of culture on negotiation styles of brazilian executives
title The influence of culture on negotiation styles of brazilian executives
spellingShingle The influence of culture on negotiation styles of brazilian executives
Sobral, Filipe
Culture
Negotiation
Cross‐cultural
title_short The influence of culture on negotiation styles of brazilian executives
title_full The influence of culture on negotiation styles of brazilian executives
title_fullStr The influence of culture on negotiation styles of brazilian executives
title_full_unstemmed The influence of culture on negotiation styles of brazilian executives
title_sort The influence of culture on negotiation styles of brazilian executives
author Sobral, Filipe
author_facet Sobral, Filipe
Carvalhal, Eugenio
Almeida, Filipe
author_role author
author2 Carvalhal, Eugenio
Almeida, Filipe
author2_role author
author
dc.contributor.author.fl_str_mv Sobral, Filipe
Carvalhal, Eugenio
Almeida, Filipe
dc.subject.por.fl_str_mv Culture
Negotiation
Cross‐cultural
topic Culture
Negotiation
Cross‐cultural
description 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.
publishDate 2008
dc.date.none.fl_str_mv 2008
dc.type.status.fl_str_mv info:eu-repo/semantics/publishedVersion
dc.type.driver.fl_str_mv info:eu-repo/semantics/article
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status_str publishedVersion
dc.identifier.uri.fl_str_mv http://hdl.handle.net/10316/42593
http://hdl.handle.net/10316/42593
https://doi.org/10.2753/JMR1536-5433060203
https://doi.org/10.2753/JMR1536-5433060203
url http://hdl.handle.net/10316/42593
https://doi.org/10.2753/JMR1536-5433060203
dc.language.iso.fl_str_mv eng
language eng
dc.relation.none.fl_str_mv 1536-5433
https://doi.org/10.2753/JMR1536-5433060203
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dc.publisher.none.fl_str_mv Emerald
publisher.none.fl_str_mv Emerald
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