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Building cross-cultural negotiation prototypes in Latin American contexts from foreign executives' perceptions

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  • Ogliastri, Enrique
  • Quintanilla, Carlos

Abstract

This study explores international negotiation prototypes in a Latin American country (Costa Rica). Analysis of questionnaire data from 101 foreign residents doing business in Costa Rica identifies different classes of Costa Rican negotiators. The study applies latent class analysis methods. The strict use of statistical arguments uncovered the latent class structure present in the dataset. The study identifies two distinct clusters of negotiator types: a rational negotiator and an emotional one. Cultural values have substantial importance in both clusters.

Suggested Citation

  • Ogliastri, Enrique & Quintanilla, Carlos, 2016. "Building cross-cultural negotiation prototypes in Latin American contexts from foreign executives' perceptions," Journal of Business Research, Elsevier, vol. 69(2), pages 452-458.
    • Handle: RePEc:eee:jbrese:v:69:y:2016:i:2:p:452-458
    DOI: 10.1016/j.jbusres.2015.06.051
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    References listed on IDEAS

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    1. Shirli Kopelman & Ashleigh Shelby Rosette, 2008. "Cultural variation in response to strategic emotions in negotiations," Group Decision and Negotiation, Springer, vol. 17(1), pages 65-77, January.
    2. Nema Dean & Adrian Raftery, 2010. "Latent class analysis variable selection," Annals of the Institute of Statistical Mathematics, Springer;The Institute of Statistical Mathematics, vol. 62(1), pages 11-35, February.
    3. Daniel Druckman & Mara Olekalns, 2008. "Emotions in negotiation," Group Decision and Negotiation, Springer, vol. 17(1), pages 1-11, January.
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    Cited by:

    1. Enrique Ogliastri Uribe & Maria Isabel Rendón & Sébastien Michel Fosse, 2018. "French negotiation style: A qualitative approach [Negociación a la francesa: un enfoque cualitativo]," Post-Print hal-04739447, HAL.
    2. Ogliastri, Enrique & Quintanilla, Carlos & Benetti, Sara, 2023. "International negotiation prototypes: The impact of culture," Journal of Business Research, Elsevier, vol. 159(C).
    3. Julian Andrés Diaz Tautiva & Felipe Ignacio Rifo Rivera & Sebastian Andrés Barros Celume & Sergio Andrés Rifo Rivera, 2024. "Mapping the research about organisations in the latin american context: a bibliometric analysis," Management Review Quarterly, Springer, vol. 74(1), pages 121-169, February.
    4. Caputo, Andrea & Ayoko, Oluremi B. & Amoo, Nii, 2018. "The moderating role of cultural intelligence in the relationship between cultural orientations and conflict management styles," Journal of Business Research, Elsevier, vol. 89(C), pages 10-20.
    5. Caputo, Andrea & Ayoko, Oluremi B. & Amoo, Nii & Menke, Charlott, 2019. "The relationship between cultural values, cultural intelligence and negotiation styles," Journal of Business Research, Elsevier, vol. 99(C), pages 23-36.
    6. Caputo, Andrea, 2016. "Overcoming judgmental biases in negotiations: A scenario-based survey analysis on third party direct intervention," Journal of Business Research, Elsevier, vol. 69(10), pages 4304-4312.

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