Especialização em Gestão e Desenvolvimento de Negócios Internacionais
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Navegando Especialização em Gestão e Desenvolvimento de Negócios Internacionais por Autor "Picáz, Andressa Cristina Zeni"
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Artigo Científico Acesso aberto Aspectos culturais nas negociações internacionais: características do perfil alemão e brasileiro(2017) Picáz, Andressa Cristina ZeniThe number of companies operating internationally is growing steadily. From the moment that the companies decide to operate in the international market, the challenges become new and totally unknown. One of these challenges is dealing with cultural differences, which can affect business in many ways, far beyond the difficulty of dealing with another language. Ste-reotyping cultures or disregarding traditions and values can destroy any chance of trading. When operating in the international market, it is up to the negotiators to know as much as possible of the culture of the people with whom they aim to do business. The purpose of this article is to identify the main differences in the profile of the German and Brazilian negotiator since cultures are not extremely different, but there are differences in the behavior of the ne-gotiators in these countries that should be taken into consideration. Several authors have dedi-cated themselves to study these differences and seek to identify the extent to which these fac-tors can affect negotiations. For this study, the Hofstede