Please use this identifier to cite or link to this item: http://hdl.handle.net/10316/42593
Title: The influence of culture on negotiation styles of brazilian executives
Authors: Sobral, Filipe 
Carvalhal, Eugenio 
Almeida, Filipe 
Keywords: Culture; Negotiation; Cross‐cultural
Issue Date: 2008
Publisher: Emerald
Serial title, monograph or event: Management Research: Journal of the Iberoamerican Academy of Management
Volume: 6
Issue: 2
Abstract: 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.
URI: http://hdl.handle.net/10316/42593
ISSN: 1536-5433
DOI: 10.2753/JMR1536-5433060203
10.2753/JMR1536-5433060203
Rights: closedAccess
Appears in Collections:I&D CES - Artigos em Revistas Internacionais

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