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- W2247000584 abstract "Negotiation has acquired a critical space in the daily life of XXI century to interfere in all decision-making processes involved in more than one individual , the present study therefore is an ideal framework for negotiating with the Brazilian culture, Colombian and Peruvian traditionally characterized by the implementation of short-term processes , little formal, in which the generation of trust between the negotiators is a key element for development because they do not conceive the possibility of forging an agreement with someone who does not have established a bond of brotherhood based on friendliness . Haggling or bargaining Profile growing demands is an essential feature in the culture of trading in these three countries which hand improvisation have been the focus of negotiation , where generally interpret the zero sum game to negotiation process, as they feel that any negotiations should be a winning position and one that should yield their interests to satisfy the needs of the partner , following this interpretation have structured their negotiating position , which is led by a high hierarchy of the organization or entity that negotiates , who is responsible for decision making ." @default.
- W2247000584 created "2016-06-24" @default.
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- W2247000584 date "2014-07-18" @default.
- W2247000584 modified "2023-09-27" @default.
- W2247000584 title "cultura de negociación internacional: brasil, colombia y perú" @default.
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