Please use this identifier to cite or link to this item: http://hdl.handle.net/10316/42593
DC FieldValueLanguage
dc.contributor.authorSobral, Filipe-
dc.contributor.authorCarvalhal, Eugenio-
dc.contributor.authorAlmeida, Filipe-
dc.date.accessioned2017-08-08T16:32:54Z-
dc.date.available2017-08-08T16:32:54Z-
dc.date.issued2008-
dc.identifier.issn1536-5433por
dc.identifier.urihttp://hdl.handle.net/10316/42593-
dc.description.abstractCulture 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.por
dc.language.isoengpor
dc.publisherEmeraldpor
dc.rightsclosedAccesspor
dc.subjectCulturepor
dc.subjectNegotiationpor
dc.subjectCross‐culturalpor
dc.titleThe influence of culture on negotiation styles of brazilian executivespor
dc.typearticle-
degois.publication.firstPage107por
degois.publication.lastPage119por
degois.publication.issue2por
degois.publication.titleManagement Research: Journal of the Iberoamerican Academy of Managementpor
dc.relation.publisherversionhttps://doi.org/10.2753/JMR1536-5433060203por
dc.peerreviewedyespor
dc.identifier.doi10.2753/JMR1536-5433060203por
dc.identifier.doi10.2753/JMR1536-5433060203-
degois.publication.volume6por
uc.controloAutoridadeSim-
item.languageiso639-1en-
item.fulltextCom Texto completo-
item.grantfulltextreserved-
crisitem.author.deptFaculty of Economics-
crisitem.author.researchunitCES – Centre for Social Studies-
crisitem.author.parentresearchunitUniversity of Coimbra-
crisitem.author.orcid0000-0001-9819-4525-
Appears in Collections:I&D CES - Artigos em Revistas Internacionais
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