Título: | STRATEGIC BRAZILIAN NEGOTIATORS: CHARACTERISTICS OF THEIR WAY OF NEGOTIATING | ||||||||||||||||||||||||||||||||||||||||||||
Autor: |
FREDERICO JACOBSEN JUNQUEIRA |
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Colaborador(es): |
JOSE ROBERTO GOMES DA SILVA - Orientador |
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Catalogação: | 30/MAI/2008 | Língua(s): | PORTUGUESE - BRAZIL |
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Tipo: | TEXT | Subtipo: | THESIS | ||||||||||||||||||||||||||||||||||||||||||
Notas: |
[pt] Todos os dados constantes dos documentos são de inteira responsabilidade de seus autores. Os dados utilizados nas descrições dos documentos estão em conformidade com os sistemas da administração da PUC-Rio. [en] All data contained in the documents are the sole responsibility of the authors. The data used in the descriptions of the documents are in conformity with the systems of the administration of PUC-Rio. |
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Referência(s): |
[pt] https://www.maxwell.vrac.puc-rio.br/projetosEspeciais/ETDs/consultas/conteudo.php?strSecao=resultado&nrSeq=11703&idi=1 [en] https://www.maxwell.vrac.puc-rio.br/projetosEspeciais/ETDs/consultas/conteudo.php?strSecao=resultado&nrSeq=11703&idi=2 |
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DOI: | https://doi.org/10.17771/PUCRio.acad.11703 | ||||||||||||||||||||||||||||||||||||||||||||
Resumo: | |||||||||||||||||||||||||||||||||||||||||||||
The ability to negotiate effectively is one the most
crucial ones in today`s business environment (Ertel, 2000).
During his day to day a professional businessman or
businesswoman will probably use negotiation on almost all
aspects of any business. To the Brazilian professionals or
students interested in deepening their knowledge of
negotiation techniques there are only few paths
available: self study, private courses both in and out of
Brazil or negotiation courses in foreign Universities. That
is one of the reasons why the main objective
of this study is to shed some light on Brazilian strategic
negotiators and their style, and also to try to find out
what these negotiators think are the best and worst
aspects of negotiating with Brazilians and foreigners. This
work will try to answer the following questions, seen from
the eyes of great Brazilian negotiators: what
does the theory of negotiation used in Brazil have to do
with the well-known international negotiation theories? Are
the same techniques developed, mainly, in
the United States used in Brazilian negotiations? One of
the main ideas for this work is that, due to the lack of
locally developed theories, it will be interesting to
see how great Brazilian negotiators practice negotiation,
what does their style have to do with well known theories
and what do they like and dislike on a negotiation.
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