LAS DIFERENCIAS CULTURALES Y SU INFLUENCIA EN UNA NEGOCIACIÓN

Es obvio que la diferencia cultural tiene un gran impacto en la negociación, toda vez que cada una de las partes negociantes tendrá una visión particular del entorno y sus objetivos empresariales, de este modo, se deben analizar y estudiar a profundidad estos cambios culturales para poder comprender y respetarse las partes integrantes en una negociación internacional, siendo una oportunidad única para un intercambio y enriquecimiento de cultura y no un medio de separación e impedimento comercial.

Como afirma el autor del documento analizado, una empresa que pretende desarrollar negocios internacionales en otros mercados, debe considerar las estructuras mentales y culturales de los socios. Cada nación tiene particularidades en su cultura y observación, si bien el idioma se comparte, normalmente el inglés, las demás circunstancia son diferentes. Por tanto, si las empresas cuentan con directivos capaces de comprender y respetar la cultura, minimizaran el riesgo de fracaso de la negociación, generando una comunicación idónea y respetuosa con la otra parte.

El autor pone de relieve la cultura norteamericana donde el trabajo es la prioridad para las personas, por encima de la familia, religión, etc. En este caso, si una empresa norteamericana negocia con otra China donde se considera la familia y religión como sagrada, podría existir incompatibilidad de cultural, dando lugar al fracaso en la negociación. Por ejemplo, un ejecutivo chino podría preguntar por la religión del ejecutivo norteamericano, considerando este último una pregunta descortés, por el contrario el norteamericano no le preguntaría por la familia al ejecutivo chino, pregunta que agradaría a este último, generándose lazos de confianza entre ambas partes.

En conclusión las diferencias culturales deben ser tenidas en cuenta a la hora de entablar un negocio internacional, de lo contrario, se puede generar una incompatibilidad cultural que desemboque en el fracaso del negocio.

FUENTE: http://web.ebscohost.com/ehost/pdfviewer/pdfviewer?sid=dcd76a35-dcf6-4ac6-962c-d12ff556e8af%40sessionmgr15&vid=5&hid=12

391 pensamientos en “LAS DIFERENCIAS CULTURALES Y SU INFLUENCIA EN UNA NEGOCIACIÓN

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