Understanding initiation behavior in Brazilian negotiations: an analysis of four regional subcultures
Autor(a) principal: | |
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Data de Publicação: | 2012 |
Tipo de documento: | Artigo |
Idioma: | eng por |
Título da fonte: | BBR. Brazilian Business Review (English edition. Online) |
Texto Completo: | http://www.bbronline.com.br/index.php/bbr/article/view/271 |
Resumo: | Understanding and managing the negotiation process is fundamental to all aspects of organizational success. Frequently overlooked but essential to this process is the initiation stage of negotiation – engaging a counterpart, making a request or demand, and optimizing that request. The purpose of this paper is to examine the initiation process in an emerging economy (Brazil), focusing on variations across four prominent regional subcultures of that country –Paulistas (state of Sao Paulo), Cariocas (Rio de Janeiro), Mineiros (state of Minas Gerais), andGauchos (state of Rio Grande do Sul). The results of this analysis suggest differences in the likelihood of initiation, and how that process might unfold. The implications of these conclusions for practitioners and future research are discussed. |
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Understanding initiation behavior in Brazilian negotiations: an analysis of four regional subculturesEntendendo o comportamento inicial em negociações brasileiras: uma análise de quatro subculturas regionaisNegotiationinitiation behaviorBrazilculturesubculturesNegociaçãocomportamento de iniciaçãoBrasilculturasubculturasUnderstanding and managing the negotiation process is fundamental to all aspects of organizational success. Frequently overlooked but essential to this process is the initiation stage of negotiation – engaging a counterpart, making a request or demand, and optimizing that request. The purpose of this paper is to examine the initiation process in an emerging economy (Brazil), focusing on variations across four prominent regional subcultures of that country –Paulistas (state of Sao Paulo), Cariocas (Rio de Janeiro), Mineiros (state of Minas Gerais), andGauchos (state of Rio Grande do Sul). The results of this analysis suggest differences in the likelihood of initiation, and how that process might unfold. The implications of these conclusions for practitioners and future research are discussed.Entender e gerenciar o processo de negociação é fundamental para todos os aspectos do sucesso organizacional. Frequentemente negligenciado, mas essencial para este processo, é o estágio inicial de negociação – envolver um interlocutor, fazer um pedido ou exigência e otimizar esse pedido. O objetivo deste trabalho é examinar o processo inicial em uma economia emergente (Brasil), focando nas variações através de quatro subculturas regionais proeminentes desse país – Paulistas (estado de São Paulo), Cariocas (Rio de Janeiro), Mineiros (estado de Minas Gerais) e Gaúchos (estado do Rio Grande do Sul). Os resultados desta análise sugerem diferenças na probabilidade de início, e como esse processo pode se desdobrar. São discutidas as implicações destas conclusões para os praticantes e futuras pesquisas.FUCAPE Business Shool2012-04-01info:eu-repo/semantics/articleinfo:eu-repo/semantics/publishedVersionPeer-reviewed ArticleArtigo revisado pelos paresapplication/pdfapplication/pdfhttp://www.bbronline.com.br/index.php/bbr/article/view/27110.15728/bbr.2012.9.2.5Brazilian Business Review; Vol. 9 No. 2 (2012): April to June 2012; 88-108Brazilian Business Review; v. 9 n. 2 (2012): Abril a Junho de 2012; 88-1081808-23861807-734Xreponame:BBR. Brazilian Business Review (English edition. Online)instname:Fucape Business School (FBS)instacron:FBSengporhttp://www.bbronline.com.br/index.php/bbr/article/view/271/413http://www.bbronline.com.br/index.php/bbr/article/view/271/414Volkema, Rogerinfo:eu-repo/semantics/openAccess2018-11-06T19:55:03Zoai:ojs.pkp.sfu.ca:article/271Revistahttps://www.bbronline.com.br/index.php/bbr/indexONGhttp://www.bbronline.com.br/index.php/bbr/oai|| bbronline@bbronline.com.br1808-23861808-2386opendoar:2018-11-06T19:55:03BBR. Brazilian Business Review (English edition. Online) - Fucape Business School (FBS)false |
dc.title.none.fl_str_mv |
Understanding initiation behavior in Brazilian negotiations: an analysis of four regional subcultures Entendendo o comportamento inicial em negociações brasileiras: uma análise de quatro subculturas regionais |
title |
Understanding initiation behavior in Brazilian negotiations: an analysis of four regional subcultures |
spellingShingle |
Understanding initiation behavior in Brazilian negotiations: an analysis of four regional subcultures Volkema, Roger Negotiation initiation behavior Brazil culture subcultures Negociação comportamento de iniciação Brasil cultura subculturas |
title_short |
Understanding initiation behavior in Brazilian negotiations: an analysis of four regional subcultures |
title_full |
Understanding initiation behavior in Brazilian negotiations: an analysis of four regional subcultures |
title_fullStr |
Understanding initiation behavior in Brazilian negotiations: an analysis of four regional subcultures |
title_full_unstemmed |
Understanding initiation behavior in Brazilian negotiations: an analysis of four regional subcultures |
title_sort |
Understanding initiation behavior in Brazilian negotiations: an analysis of four regional subcultures |
author |
Volkema, Roger |
author_facet |
Volkema, Roger |
author_role |
author |
dc.contributor.author.fl_str_mv |
Volkema, Roger |
dc.subject.por.fl_str_mv |
Negotiation initiation behavior Brazil culture subcultures Negociação comportamento de iniciação Brasil cultura subculturas |
topic |
Negotiation initiation behavior Brazil culture subcultures Negociação comportamento de iniciação Brasil cultura subculturas |
description |
Understanding and managing the negotiation process is fundamental to all aspects of organizational success. Frequently overlooked but essential to this process is the initiation stage of negotiation – engaging a counterpart, making a request or demand, and optimizing that request. The purpose of this paper is to examine the initiation process in an emerging economy (Brazil), focusing on variations across four prominent regional subcultures of that country –Paulistas (state of Sao Paulo), Cariocas (Rio de Janeiro), Mineiros (state of Minas Gerais), andGauchos (state of Rio Grande do Sul). The results of this analysis suggest differences in the likelihood of initiation, and how that process might unfold. The implications of these conclusions for practitioners and future research are discussed. |
publishDate |
2012 |
dc.date.none.fl_str_mv |
2012-04-01 |
dc.type.driver.fl_str_mv |
info:eu-repo/semantics/article info:eu-repo/semantics/publishedVersion Peer-reviewed Article Artigo revisado pelos pares |
format |
article |
status_str |
publishedVersion |
dc.identifier.uri.fl_str_mv |
http://www.bbronline.com.br/index.php/bbr/article/view/271 10.15728/bbr.2012.9.2.5 |
url |
http://www.bbronline.com.br/index.php/bbr/article/view/271 |
identifier_str_mv |
10.15728/bbr.2012.9.2.5 |
dc.language.iso.fl_str_mv |
eng por |
language |
eng por |
dc.relation.none.fl_str_mv |
http://www.bbronline.com.br/index.php/bbr/article/view/271/413 http://www.bbronline.com.br/index.php/bbr/article/view/271/414 |
dc.rights.driver.fl_str_mv |
info:eu-repo/semantics/openAccess |
eu_rights_str_mv |
openAccess |
dc.format.none.fl_str_mv |
application/pdf application/pdf |
dc.publisher.none.fl_str_mv |
FUCAPE Business Shool |
publisher.none.fl_str_mv |
FUCAPE Business Shool |
dc.source.none.fl_str_mv |
Brazilian Business Review; Vol. 9 No. 2 (2012): April to June 2012; 88-108 Brazilian Business Review; v. 9 n. 2 (2012): Abril a Junho de 2012; 88-108 1808-2386 1807-734X reponame:BBR. Brazilian Business Review (English edition. Online) instname:Fucape Business School (FBS) instacron:FBS |
instname_str |
Fucape Business School (FBS) |
instacron_str |
FBS |
institution |
FBS |
reponame_str |
BBR. Brazilian Business Review (English edition. Online) |
collection |
BBR. Brazilian Business Review (English edition. Online) |
repository.name.fl_str_mv |
BBR. Brazilian Business Review (English edition. Online) - Fucape Business School (FBS) |
repository.mail.fl_str_mv |
|| bbronline@bbronline.com.br |
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1754732237955268608 |