Abstract
Negotiation has turned into an international critical skill. The possibility of conflicts is increased in global environments where cultural differences, values, trust and exchange of information represent a key role. Such relationships are fundamentally dependent on people who sometimes do not have the flexibility to maximize the value of cultural capital available in the organization. With an exploratory-descriptive and qualitative approach, the strategy used in this research was an embedded case study in which the analysis unit consists of three export furniture industries located in Serra Gaucha. The aim of the study was to analyze general issues that guide the ethical relationship in international negotiations in order to identify ethical behavior and attitudes in the inter-organizational relationship. Despite identifying a mismatch between respondents’ speech and practice, the results show that ethics is indeed a major factor in international negotiations, as it works to enable transactions to occur properly seeking to overcome conflicts in global environments.
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