A dimensão intercultural na negociação internacional

: o caso das relações empresariais com Angola e Moçambique

Abstract

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.

Date of Award	8 Jun 2021
Original language	Portuguese
Awarding Institution	Universidade Católica Portuguesa
Supervisor	Maria Filomena Capucho (Supervisor)