Fatores que influenciam a negociação internacional

: caso português

Abstract

This dissertation focuses on the field of international negotiations, with special focus on the behaviour of the Portuguese negotiator. In a globalized world, where there is a large diversity of cultures, it is essential to understand the way we negotiate, so we can prepare and approach the international negotiations in more proper way. Over the years, several authors published knowledge in the same field of study, however, most studies have focussed on the behaviour of negotiators from countries like the U.S., Japan and China, and the behaviour of the Portuguese in international negotiations has never been thoroughly studied. In order to understand the behaviour of the Portuguese trading, we designed a survey destined to Portuguese negotiators with experience in international negotiations. Through the survey it was possible to determine the behaviour of the Portuguese negotiator in various aspect

Date of Award	17 Jun 2014
Original language	Portuguese
Awarding Institution	Universidade Católica Portuguesa
Supervisor	Susana Silva (Supervisor)