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Advisor(s)
Abstract(s)
O objeto de estudo da dissertação incidiu sobre a dimensão cultural da comunicação como fator
de relevância na negociação internacional. A cultura consiste em elementos psicológicos,
representações, valores e normas compartilhados pelos membros de um grupo social. Quando
duas partes negoceiam, trazem consigo a sua cultura, prioridades e estratégias de negociação.
A compreensão das normas culturais expande o universo das negociações integrativas e as
possibilidades de resultados ganhar-ganhar. Através da análise discursiva de um corpus de 117
emails trocados entre uma empresa portuguesa e empresas de Angola e Moçambique,
abordamos os fatores culturais implicados na negociação, nomeadamente, as formas rituais de
abertura e fechamento da interação, as estratégias de modalização do discurso e a gestão do
tempo.
A aplicação das dimensões culturais de Trompenaars ao contexto da negociação internacional
sustentou teoricamente este trabalho. Neste sentido, os resultados demonstram que os
interlocutores de Angola e Moçambique são tendencialmente particularistas, com uma
dimensão coletivista, praticando um envolvimento difuso, com sentimentos expressos,
colocando, portanto, emoção nas relações. Praticam uma cultura baseada na atribuição, e, no
que se refere à forma como se relacionam com o tempo, demonstram ser uma cultura síncrona,
onde se promove a multitarefa e os horários são aproximados; quanto à última dimensão, que
se refere à forma como se relacionam com a natureza, constatou-se que a sua cultura é externa,
existindo a perceção que são controlados pelo destino.
Os temas da dimensão cultural na negociação internacional, cujos contornos são analisados
nesta dissertação, sob diferentes ângulos e perspetivas, mereceram a maior atenção, e
contribuem para a análise da complexidade global dos novos tempos que vivemos, com
impactos nas relações quotidianas e na gestão das diferenças culturais.
The object of study of the dissertation focused on the cultural dimension of communication as a relevant factor in international negotiation. Culture consists of psychological elements, representations, values and norms shared by members of a social group. When two parties negotiate, they bring their culture, priorities and negotiation strategies. Understanding cultural norms expands the universe of integrative negotiations and the possibilities for win-win results. Through the discursive analysis of a corpus of 117 e-mails exchanged between a Portuguese company and companies from Angola and Mozambique, we address the cultural factors involved in the negotiation, namely, ritual forms of opening and closing the interaction, strategies for modalizing the speech and time management. The application of Trompenaar´s cultural dimensions to the context of international negotiation theoretically supported this work. In this sense, the results demonstrate that the interlocutors of Angola and Mozambique tend to be particularists, with a collectivist dimension, practicing a diffuse involvement, with expressed feelings, thus placing emotion in the relationships. They practice a culture based on attribution, and with regard to the way they relate to time, they prove to be a synchronous culture, where multitasking is promoted and times are approximate; as for the last dimension, which refers to the way they relate to nature, it was found that their culture is external, with the perception that they are controlled by fate. The themes of the cultural dimension in international negotiation, whose outlines are analyzed in this dissertation, from different angles and perspectives, deserve the greatest attention, and contribute to the analysis of the global complexity of the new times we live in, with impacts on daily relations and in the management cultural diferences.
The object of study of the dissertation focused on the cultural dimension of communication as a relevant factor in international negotiation. Culture consists of psychological elements, representations, values and norms shared by members of a social group. When two parties negotiate, they bring their culture, priorities and negotiation strategies. Understanding cultural norms expands the universe of integrative negotiations and the possibilities for win-win results. Through the discursive analysis of a corpus of 117 e-mails exchanged between a Portuguese company and companies from Angola and Mozambique, we address the cultural factors involved in the negotiation, namely, ritual forms of opening and closing the interaction, strategies for modalizing the speech and time management. The application of Trompenaar´s cultural dimensions to the context of international negotiation theoretically supported this work. In this sense, the results demonstrate that the interlocutors of Angola and Mozambique tend to be particularists, with a collectivist dimension, practicing a diffuse involvement, with expressed feelings, thus placing emotion in the relationships. They practice a culture based on attribution, and with regard to the way they relate to time, they prove to be a synchronous culture, where multitasking is promoted and times are approximate; as for the last dimension, which refers to the way they relate to nature, it was found that their culture is external, with the perception that they are controlled by fate. The themes of the cultural dimension in international negotiation, whose outlines are analyzed in this dissertation, from different angles and perspectives, deserve the greatest attention, and contribute to the analysis of the global complexity of the new times we live in, with impacts on daily relations and in the management cultural diferences.
Description
Keywords
Cultura Valores Dimensão intercultural do discurso Negociação internacional Culture Values Intercultural dimension of discourse International negotiation