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Advisor(s)
Abstract(s)
A presente dissertação incide na área de negócios internacionais, com foco
especial no comportamento do negociador português. Num mundo globalizado,
onde existe uma enorme diversidade de cultura, é fundamental perceber a forma
como negociamos, de forma a poder preparar e abordar as negociações
internacionais de melhor forma.
Ao longo dos anos, vários autores publicaram conhecimentos na mesma área
de estudo, no entanto, a maioria dos estudos incidiam sobre o comportamento de
negociadores de países como os EUA, Japão e China, sendo que o comportamento
dos portugueses em negociação nunca mereceu um estudo cuidado.
De forma a perceber o comportamento dos portugueses em negociação, foi
elaborado um inquérito destinado a negociadores portugueses com experiência em
negociação internacional. Através do inquérito foi possível determinar o
comportamento do negociador português em diversas vertentes.
This dissertation focuses on the field of international negotiations, with special focus on the behaviour of the Portuguese negotiator. In a globalized world, where there is a large diversity of cultures, it is essential to understand the way we negotiate, so we can prepare and approach the international negotiations in more proper way. Over the years, several authors published knowledge in the same field of study, however, most studies have focussed on the behaviour of negotiators from countries like the U.S., Japan and China, and the behaviour of the Portuguese in international negotiations has never been thoroughly studied. In order to understand the behaviour of the Portuguese trading, we designed a survey destined to Portuguese negotiators with experience in international negotiations. Through the survey it was possible to determine the behaviour of the Portuguese negotiator in various aspects.
This dissertation focuses on the field of international negotiations, with special focus on the behaviour of the Portuguese negotiator. In a globalized world, where there is a large diversity of cultures, it is essential to understand the way we negotiate, so we can prepare and approach the international negotiations in more proper way. Over the years, several authors published knowledge in the same field of study, however, most studies have focussed on the behaviour of negotiators from countries like the U.S., Japan and China, and the behaviour of the Portuguese in international negotiations has never been thoroughly studied. In order to understand the behaviour of the Portuguese trading, we designed a survey destined to Portuguese negotiators with experience in international negotiations. Through the survey it was possible to determine the behaviour of the Portuguese negotiator in various aspects.
Description
Keywords
Negociação internacional Cultura Negociador português Elementos da cultura Fatores culturais International negotiation Culture Portuguese negotiator Elements of culture Cultural factors