Article (Journal/Review)
The influence of culture on negotiation styles of Brazilian executives
Fecha
2008Registro en:
1536-5433
10.2753/JMR1536-5433060203
2-s2.0-79955630757
Autor
Sobral, Filipe
Carvalhal, Eugênio do
Almeida, Filipe Jorge Ribeiro de
Institución
Resumen
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. © 2008 M.E. Sharpe, Inc.