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Abstract(s)
Cada vez mais o termo confiança é abordado e questionado, quer nas relações pessoais, quer
nas relações profissionais. Devido ao mundo globalizado em que nos encontramos é
necessário conhecer culturas diferentes da nossa, para saber como abordá-las de forma
correta e conquistar a sua confiança.
O principal objetivo deste estudo é compreender e perceber a influência da cultura na criação
de confiança no processo de negociação internacional, e para responder ao problema de
investigação é essencial estudar e analisar os conceitos de cultura, confiança e negociação.
A presente dissertação terá como estudo a cultura alemã, japonesa e portuguesa e perceber
como conquistar a confiar destas culturas no processo de negociação com a abordagem a
diferentes tipos de confiança – cognitiva ou afetiva. As conclusões do estudo serão obtidas
através da ótica do fornecedor português.
A elaboração do estudo inicia-se com a revisão bibliográfica, seguida da apresentação e
formulação das proposições. De seguida, introduziu-se a metodologia qualitativa, através da
realização de três entrevistas a duas empresas distintas, que permitiram validar as
proposições. Posteriormente, realizou-se a análise dos resultados, com base nos estudos dos
autores Edward T. Hall, Turner e Trompenaars, Richard D. Lewis, adicionando a abordagem
ao tipo de confiança a utilizar com cada cultura e tipo de dimensão atribuída dos autores
mencionados.
A cultura do exportador, por vezes, pode ser muito diferente da cultura com que se está
diariamente em contacto. A preparação para o processo de negociação internacional é
essencial, para perceber se se terá de adaptar comportamentos e expressões. As principais
conclusões permitiram afirmar que com o cliente alemão se deverá adotar um tipo de
confiança cognitiva, um tipo de confiança ligada ao lado racional e apresentação de factos.
Contudo, o mesmo não se observa com o cliente japonês, a abordagem ao tipo de confiança
deverá ser confiança cognitiva e afetiva. Confiança cognitiva durante o processo de
negociação e afetiva para conquistar a sua confiança e, para isso, é necessário recorrer aos
convívios fora do ambiente de trabalho. O caso do cliente português é interessante e levantou
vários questionamentos durante o desenvolvimento do presente estudo, um dado interessante
e introdutório para uma possível investigação futura.
The term trust is being discussed and questioned more and more, both in personal and professional relationships. Given the globalised world in which we find ourselves it is necessary to get to know cultures other than our own in order to be able to approach them correctly and win their trust. The purpose of this study is to understand the influence of culture on the creation of trust in the international negotiation process, and in order to answer the research problem it is essential to study and analyse the concepts of culture, trust and negotiation. This dissertation will study German, Japanese and Portuguese culture and understand how these cultures achieve trust in the negotiation process by approaching different types of trust - cognitive or affective. The study's conclusions will be drawn from the perspective of the Portuguese supplier. The study began with a literature review, followed by the presentation and formulation of the propositions. The qualitative methodology was then introduced by conducting three interviews with two different companies, which allowed the propositions to be validated. Afterwards, the results were analysed, based on what had previously been tested and proven by the authors Edward T. Hall, Turner and Trompenaars, Richard D. Lewis, adding the approach to the type of trust to be used with each culture and type of dimension attributed by the aforementioned authors. The exporter's culture can sometimes be very different from the culture you come into contact with on a daily basis. Preparation for the international negotiation process is essential in order to understand whether you will have to adapt your behaviour and expressions. The main conclusions are that the German customer should adopt a cognitive type of trust, a type of trust linked to the rational side and the presentation of facts. However, this is not the case with the Japanese customer; the approach to the type of trust should be cognitive and affective trust. Cognitive trust during the negotiation process and affective trust in order to gain their trust, which requires socialising outside the work environment. The case of the Portuguese client is interesting and raised several questions during the course of this study, an interesting and introductory fact for possible future research.
The term trust is being discussed and questioned more and more, both in personal and professional relationships. Given the globalised world in which we find ourselves it is necessary to get to know cultures other than our own in order to be able to approach them correctly and win their trust. The purpose of this study is to understand the influence of culture on the creation of trust in the international negotiation process, and in order to answer the research problem it is essential to study and analyse the concepts of culture, trust and negotiation. This dissertation will study German, Japanese and Portuguese culture and understand how these cultures achieve trust in the negotiation process by approaching different types of trust - cognitive or affective. The study's conclusions will be drawn from the perspective of the Portuguese supplier. The study began with a literature review, followed by the presentation and formulation of the propositions. The qualitative methodology was then introduced by conducting three interviews with two different companies, which allowed the propositions to be validated. Afterwards, the results were analysed, based on what had previously been tested and proven by the authors Edward T. Hall, Turner and Trompenaars, Richard D. Lewis, adding the approach to the type of trust to be used with each culture and type of dimension attributed by the aforementioned authors. The exporter's culture can sometimes be very different from the culture you come into contact with on a daily basis. Preparation for the international negotiation process is essential in order to understand whether you will have to adapt your behaviour and expressions. The main conclusions are that the German customer should adopt a cognitive type of trust, a type of trust linked to the rational side and the presentation of facts. However, this is not the case with the Japanese customer; the approach to the type of trust should be cognitive and affective trust. Cognitive trust during the negotiation process and affective trust in order to gain their trust, which requires socialising outside the work environment. The case of the Portuguese client is interesting and raised several questions during the course of this study, an interesting and introductory fact for possible future research.
Description
Keywords
Cultura Confiança Negociação Negociação internacional Trust Internacional negotiation Culture Negotiation