Negotiation at National and International Levels: Restrictive and Facilitating Factors in Global Business (original) (raw)

2012, International Journal of Business and Development Research

This theoretical essay discusses various aspects, through documental research and professional experience, dealing with the influence of negotiation at national and international levels, specifically in the exportation, the facilitating and restrictive factors in global business. From the documental research, the types of negotiations taking place in a term of trade, where communication between the parties is extremely important factor are identified. The professional experience points to a lack of qualified professionals in the area of Foreign Trade, who have little knowledge of all nuances of the intrinsic process of exporting. In this sense, investments in education, both at the primary level, in order to educate citizens with character and ethics, and investments at secondary level, aiming to improve the basic English or Spanish to the students at second level, are fundamental for Brazil to achieve the increase in exports, as advocated by the national government. Similarly, the Brazilian universities have vital responsibility to train managers of international negotiations, with personal skills, and knowledge on linguistic and technics. Cultural differences must be respected and understood, where the negotiator can use specific methods and processes of decision-making. The personal identities of negotiators are identified with their culture of origin. The most salient personal characteristics are interpersonal skills and a cooperative or competitive profile, skills of agility, building relationships, adapting to different situations of each negotiation and credibility. As the negotiation taking place in practice, the interaction between people who are negotiating issues requires mutual respect and cultural specificities, and the use of strategies of attack and counterattack.