The impact of cultural dimensions in intercultural negotiation: Japan and Portugal
Autor(a) principal: | |
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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 |
Resumo: | 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. |
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The impact of cultural dimensions in intercultural negotiation: Japan and PortugalNegociação -- NegotiationInterculturalPortugalJapanJapãoThe 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.A investigação seguinte serve o propósito de confirmar o impacto das Dimensões Culturais de Hofstede no processo de negociação e o impacto em países tão diferentes quanto Japão e Portugal. Após uma extensa análise de literatura e teoria, foi conduzida uma análise quantitativa sobre as pontuações de ambos os países em cada dimensão cultural seguindo-se por numa análise qualitativa através de entrevistas semiestruturadas. No fim, apesar de diversas pontuações não terem sido completamente aceites pela amostra de estudo, vários exemplos e histórias partilhadas e outras opiniões não sobre nenhuma dimensão em específico, ajudaram a validar o impacto de algumas destas dimensões culturais na negociação e intercâmbio entre os dois países. Como é o caso da preferência de ambos os países por uma relação mais duradoura ao invés de uma negociação isolada, reflexo do seu coletivismo interior. Finalmente, recomendações são dadas com base, não só na teoria abordada como nas experiências de cada um dos entrevistados, nomeadamente aspetos comportamentais. Para o Japão, o fator mais importante é estar aberto às diferenças culturais entre os dois países, tais como a frontalidade do português. No caso de Portugal, passa por conhecer e respeitar regras implícitas e prezar pela formalidade, respeito e eficiência acima de tudo.2024-02-03T15:59:32Z2023-12-27T00:00:00Z2023-12-272023-10info:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/masterThesisapplication/pdfhttp://hdl.handle.net/10071/30814TID:203471180engBento, Ana Clara Constantinoinfo:eu-repo/semantics/openAccessreponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãoinstacron:RCAAP2024-02-04T01:21:42Zoai:repositorio.iscte-iul.pt:10071/30814Portal AgregadorONGhttps://www.rcaap.pt/oai/openaireopendoar:71602024-03-20T02:08:08.521799Repositório 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 impact of cultural dimensions in intercultural negotiation: Japan and Portugal |
title |
The impact of cultural dimensions in intercultural negotiation: Japan and Portugal |
spellingShingle |
The impact of cultural dimensions in intercultural negotiation: Japan and Portugal Bento, Ana Clara Constantino Negociação -- Negotiation Intercultural Portugal Japan Japão |
title_short |
The impact of cultural dimensions in intercultural negotiation: Japan and Portugal |
title_full |
The impact of cultural dimensions in intercultural negotiation: Japan and Portugal |
title_fullStr |
The impact of cultural dimensions in intercultural negotiation: Japan and Portugal |
title_full_unstemmed |
The impact of cultural dimensions in intercultural negotiation: Japan and Portugal |
title_sort |
The impact of cultural dimensions in intercultural negotiation: Japan and Portugal |
author |
Bento, Ana Clara Constantino |
author_facet |
Bento, Ana Clara Constantino |
author_role |
author |
dc.contributor.author.fl_str_mv |
Bento, Ana Clara Constantino |
dc.subject.por.fl_str_mv |
Negociação -- Negotiation Intercultural Portugal Japan Japão |
topic |
Negociação -- Negotiation Intercultural Portugal Japan Japão |
description |
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. |
publishDate |
2023 |
dc.date.none.fl_str_mv |
2023-12-27T00:00:00Z 2023-12-27 2023-10 2024-02-03T15:59:32Z |
dc.type.status.fl_str_mv |
info:eu-repo/semantics/publishedVersion |
dc.type.driver.fl_str_mv |
info:eu-repo/semantics/masterThesis |
format |
masterThesis |
status_str |
publishedVersion |
dc.identifier.uri.fl_str_mv |
http://hdl.handle.net/10071/30814 TID:203471180 |
url |
http://hdl.handle.net/10071/30814 |
identifier_str_mv |
TID:203471180 |
dc.language.iso.fl_str_mv |
eng |
language |
eng |
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info:eu-repo/semantics/openAccess |
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openAccess |
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application/pdf |
dc.source.none.fl_str_mv |
reponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação instacron:RCAAP |
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Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação |
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RCAAP |
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RCAAP |
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Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) |
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Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) |
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Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação |
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