Η επιρροή της κουλτούρας στο διαπραγματευτικό στυλ των χωρών: οι περιπτώσεις της Πορτογαλίας και της Βραζιλίας

Abstract

The purpose of this dissertation is to highlight all those special elements of national culture that make each country different from the rest, but also to explain how these elements can influence the style and the pace of negotiations. For this purpose, the pre-existing bibliography and articles were studied and recorded. The definition of negotiation and culture was analyzed. The elements and types of culture were recorded. There was a reference to how culture influences the negotiations but also an extensive reference to the dimensions of culture. Special mention was also made of the factor of cultural intelligence. The literature review closed with ways that can be used to bridge the culture gap. This data was then applied to the selected countries. The countries selected are Portugal and Brazil, countries with strong ties but also contradictions. Then the dimensions of the culture, but also the negotiation style of each country were recorded and a negotiating guide was created. In addition to the recording, the dimensions and the negotiating style of the two countries were compared. Finally, the conclusions of the research were drawn.