MIND: INTERCULTURAL MODEL OF NEGOTIATION FOR DECISION-MAKING

Fernando Parrado, María A. Ducuara, Ana P. Robinson and Kimberly P. Roncancio
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Fernando Parrado: Universidad Sergio Arboleda, Colombia
María A. Ducuara: Universidad Sergio Arboleda, Colombia
Ana P. Robinson: Universidad Sergio Arboleda, Colombia
Kimberly P. Roncancio: Universidad Sergio Arboleda, Colombia

in ABEM Conference Proceedings from Academy of Business and Emerging Markets (ABEM), Canada, currently edited by Satyendra Singh

Abstract: Today’s world is a communication network where business and international trade take place. Day by day, technological advances facilitate communication between people, but the cultural barrier is a decisive factor in the success of negotiation if it is not handled with care. Therefore, MIND is a model that has unified different models of prominent interculturality authors, which allows that dimensions or critical aspects of a culture intervene in a negotiation process (i.e. Manoella Wilbaut: Negotation model), from its preparation to completion. This model has been implemented in an analysis of the Chinese and Colombian cultures, where there are essential similarities in communications, power perception, and group relations. On the other hand, there are differences handling uncertainty, time, and type of negotiations. Thus, the recognition of these aspects becomes a significant tool to explain, understand, and predict behavior from both countries and the results of a negotiation process.

Keywords: MIND; INTERCULTURAL; NEGOTIATION; DECISION-MAKING (search for similar items in EconPapers)
Date: 2019
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Persistent link: https://EconPapers.repec.org/RePEc:ris:abemcp:023423

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