El Efecto de la Cultura del País en el Estilo de Negociación: una Propuesta para el Caso de Costa Rica
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Abstract
Este estudio pretende definir, a través de una investigaciónbibliográfica, la influencia de la cultura de un país en losestilos de negociación comercial y cómo ésta podría afectar elcomportamiento de negociación de los costarricenses. Por lotanto, hemos abordado diferentes métodos para medir las dosvariables en cuestión –estilos negociación y cultura de país- y deeste modo, nos hemos inclinado por el modelo de las DimensionesCulturales para caracterizar la cultura de un país y la clasificaciónde comportamientos integrativos y distributivos para determinar lavariable de negociación. Posteriormente, por medio de un análisiscomparativo de investigaciones que han tratado el tema en culturasde diversos países, hemos realizado una serie de proposicionessobre el comportamiento de negociación de los costarricenses enfunción a la cultura de su país.
ABSTRACT
This study attempts to define through a bibliographical research,the influence of a country’s culture in its style of businessnegotiations and how it could affect the business behavior ofCosta Ricans. Therefore, we examine several methods to measurethe two variables in question -negotiating styles and countryculture- and decant towards the Cultural Dimensions model tocharacterize a country’s culture, and the classification of integraland distributional behaviors to establish the negotiation variable.Subsequently, through a comparative study of several researchesthat have studied the subject in other different cultures, we makeseveral proposal about the negotiating behavior of the CostaRicans as a function of their country’s culture.
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