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Understanding initiation behavior in Brazilian negotiations: an analysis of four regional subcultures

  • Roger Volkema


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    Understanding and managing the negotiation process is fundamental to all aspects of organizational success. Frequently overlooked but essential to this process is the initiation stage of negotiation – engaging a counterpart, making a request or demand, and optimizing that request. The purpose of this paper is to examine the initiation process in an emerging economy (Brazil), focusing on variations across four prominent regional subcultures of that country – Paulistas (state of Sao Paulo), Cariocas (Rio de Janeiro), Mineiros (state of Minas Gerais), and Gauchos (state of Rio Grande do Sul). The results of this analysis suggest differences in the likelihood of initiation, and how that process might unfold. The implications of these conclusions for practitioners and future research are discussed.

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    Article provided by Fucape Business School in its journal Brazilian Business Review.

    Volume (Year): 9 (2012)
    Issue (Month): 2 (April)
    Pages: 88-108

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    Handle: RePEc:bbz:fcpbbr:v:9:y:2012:i:2:p:88-108
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    1. Dawn Holland & Ray Barrell & Aurélie Delannoy & Tatiana Fic & Anitha George & Ian Hurst & Ali Orazgani & Paweł Paluchowski, 2010. "Prospects for individual economies," National Institute Economic Review, National Institute of Economic and Social Research, vol. 214(1), pages F14-F22, October.
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    5. Lenartowicz, Tomasz & Johnson, James P. & White, Carolyn T., 2003. "The neglect of intracountry cultural variation in international management research," Journal of Business Research, Elsevier, vol. 56(12), pages 999-1008, December.
    6. Cho, Jinsook & Lee, Jinkook, 2006. "An integrated model of risk and risk-reducing strategies," Journal of Business Research, Elsevier, vol. 59(1), pages 112-120, January.
    7. John L Graham, 1985. "The Influence of Culture on the Process of Business Negotiations: An Exploratory Study," Journal of International Business Studies, Palgrave Macmillan, vol. 16(1), pages 81-96, March.
    8. Tomasz Lenartowicz & Kendall Roth, 2001. "Does Subculture Within a Country Matter? A Cross-Cultural Study of Motivational Domains and Business Performance in Brazil," Journal of International Business Studies, Palgrave Macmillan, vol. 32(2), pages 305-325, June.
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