The impact of cultural dimensions in intercultural negotiation: Japan and Portugal

• Autor(a) principal: Bento, Ana Clara Constantino
• Data de Publicação: 2023
• Tipo de documento: Dissertação
• Idioma: eng
• Título da fonte: Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
• Texto Completo: http://hdl.handle.net/10071/30814
• topic: Negociação -- Negotiation; Intercultural; Portugal; Japan; Japão

The following research serves the purpose to confirm the impact of Hofstede’s Cultural Dimensions in the Negotiation Process and the impact on countries as different as Japan and Portugal. After a thorough theoretical literature review, a qualitative analysis on the Cultural Dimensions of both countries was developed, and then followed by Qualitative semi-structured interviews. In the end, although many scores in these dimensions were not fully agreed upon by the research sample, several examples and stories shared, and other opinions not directly given about any specific dimension helped validate the impact of some of these cultural dimensions in the Negotiation and exchange between the countries. For example, the preference for Relationship building of both countries over a one-time negotiation, a reflection of their inner collectivism. Finally, recommendations are given based on, not only theory, but also on the experiences of each interviewee, namely behavioural aspects. For Japan, the most important fact is to be open to the cultural differences between both countries, such as the frontality of the Portuguese. In Portugal’s case, the importance lies in understanding and respecting implicit rules and maintain formality, respect, and efficiency above all.