Cultural Diversity, Negotiation, and Organizational Leadership

Abstract

In globalization, the business world is becoming increasingly complex and challenging for small and medium companies in Latin American countries. There are variables that determine the success of a national and international business. In the latter case, one must have a good knowledge of the country's environment with which a commercial operation is carried out (competitors, political, economic, socio-cultural, legal, technological, etc). All these factors are undoubtedly important in the field of international treaties or agreements, as well as the precise information of the negotiating company. However, variables such as leadership and organizational culture and, in particular, cultural diversity are to a small extent considered as decisive factors of business competitiveness. The chapter describes the importance of the three variables as tools for the performance of Colombian companies in an international context and shows the results of the CW Model of the Culture Assistant, where seven key elements of cultural diversity are evaluated in organizations.