O presente artigo tem como objetivo servir de ponte entre as percepções dos indivíduos sobre a linguagem não verbal com a economia comportamental, nos contextos de negociações empresariais. Assume-se que o individuo racional ...

This quantitative research is an exploratory study of subjectivity in negotiations with a view to ascertaining the extent to which national culture affects the subjective values of individuals in a negotiation. Data ...

China emerges in the world as a potential economic leader and it is poised as the one of the strongest commercial partners of Brazil. China is already the third largest importer of Brazilian products and services and the ...

Nowadays, we couldn’t leave to talk about negotiation, cause all the time we’re negotiating, whether in professional or personal live, and to stay well prepared to negotiate shoud be a goal for everybody. In this work, are ...

The dissertation aimed to analyze how is possible to minimize conflicts that arise during a negotiation between Chinese and Brazilians using the Jeswald Salacuse's model of cultural for as the mapping of potential outbreaks ...

Purpose – The purpose of this work is to evaluate the influence of self-efficacy in negotiation on ethical behavior. Additionally, this research aims to identify a mediator that justifies this effect. Design/Methodology - ...