Negotiation Effectiveness in Companies of the Agricultural Sector: Are There Significant Differences Between International and Non-International Traders?

Abstract

The purpose of this paper is to know about the impact of the international trade on the negotiation effectiveness of companies in Ecuadorian’s agricultural sector. The used methods were quantitative with a deductive logic and a non-experimental design with a correlational scope in which it was found that depending on the activity of the company, this is an exporter or an importer, the sales level will be increased through the negotiation effectiveness with other companies. However, if the company is engaged in these two activities at the same time, it will not significantly influence its sales levels. the results observed after the validation of the statistical model, the companies that decide to operate in international markets will also be able to achieve effective negotiations. Without any doubt, they will opt for exit trade to expand sales, reduce risks, and acquire resources; on the other hand, they will choose entry trade if they require inputs or raw materials for their production processes.