Modelo de processo de negociação internacional com base nas variáveis culturais que envolvem os agentes empresariais

Abstract

This study aimed to elaborate an international negotiation process model observing its stages and cultural variables involving entrepreneurial agents. To develop this research was used as method the bibliographical survey in which it explored the theme International Negotiation, with a concern to observe the culture as a predominant factor in the negotiation process. The bibliographics data were analyzed from a qualitative bias, pointing out the convergences and divergences between the perceptions of the authors. In this sense, the authors addressed in this study contributed to the elaboration of an international negotiation process model, in which the end of the research was possible to see among the authors studied six steps that should be followed during the Model Developed International Negotiation Process which are: Preparation, Pre-negotiation, Negotiation, Upshot, Reconstruction of Negotiation, and Keep Cooperation. Yet it was possible to see that the presence of Major Cultural Variables are: Individualism versus Collectivism; Distance Power; Masculinity versus Femininity; Importance of the relationship; Direct versus Indirect Communication; Time Perception; Aversion to Uncertainty; Protocol; Faith and Values