Consideraciones culturales y personales en torno a las negociaciones internacionales

• Autores: María Teresa de la Garza Carranza, Eugenio Guzmán Soria, Daniel Hernández Soto
• Localización: GCG: revista de globalización, competitividad y gobernabilidad, ISSN 1988-7116, Vol. 3, Nº. 3, 2009, págs. 64-89
• Idioma: español
• Títulos paralelos:
  • Considerações culturais e pessoais em torno das negociações internacionais
  • Cultural and personal considerations in international business negotiations
• Enlaces
  • Texto completo (pdf)
• Dialnet Métricas: 3 Citas
• Resumen
  • español

    El propósito de este artículo es realizar una revisión de las principales teorías que intervienen en el fenómeno de las negociaciones internacionales desde el punto de vista las características del negociador de la organización. Se enmarcan las diferencias culturales de las sociedades del mundo como punto de partida para explicar el concepto de inteligencia cultural en el contexto de los negocios internacionales. Finalmente, se hace una revisión de los aspectos que intervienen en las negociaciones contextualizando los conceptos para al ámbito latinoamericano

  • English

    The objective of this paper is to review the main theories that contribute to explain the negotiation phenomena taking in account the characteristics of the business negotiator. Cultural differences among societies are explained, as a support to explain the concept of cultural intelligence in international business arena. Finally, the basic concepts of negotiation are explained considering the Latin-American context.

  • português

    O propósito deste artigo é realizar uma revisão das principais teorias que intervêm no fenómeno das negociações internacionais do ponto de vista das características do negociador da organização. Enquadram-se as diferenças culturais das sociedades do mundo como ponto de partida para explicar o conceito de inteligência cultural no contexto dos negócios internacionais. Finalmente, realiza-se uma revisão dos aspectos que intervêm nas negociações, contextualizando os conceitos para o âmbito Latino-Americano.

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