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September 24, 2014Journal of Globalization Competitiveness and GovernabilityOpen Access

Cultural and Personal Considerations in International Business Negotiations

María Teresa de la Garza Carranza Daniel Hernández-Soto

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Abstract

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.

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Cite This Study

Carranza et al. (2014) studied this question.

synapsesocial.com/papers/6a840524880bd6494af7928e https://doi.org/10.3232/gcg.2009.v3.n3.03

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