This is a summary of research about the inter-cultural negotiation processes followed in Germany and Latin America, highlighting similarities and differences. Results are based on research carried out with managers on Latin American and German negotiations cultural values. The study includes 110 interviews using a semi-structured questionnaire on a concrete negotiating experience in one of these cultures. The author offers suggestions on how to negotiate more effectively in the German and Latin American cultures. The purpose of the paper is to build theory using a qualitative, comparative and grounded theory approach to cross-cultural negotiations. This paper includes five sections. The first part presents the research. The second continues by summarizing results on the sequence of negotiation processes in the Latin American culture. The third section contrasts by presenting characteristics of negotiating processes followed in German culture. The fourth part analyzes the similarities and differences found using a quantitative Globe study with managers on German and Latin American cultural values. Finally, the fifth section presents several conclusions and recommendations for people from these cultures who will be negotiating with the other. A negotiation culture is understood as the set of values, beliefs, behaviors, customs, expectations, process and rationales shared by people from a region or collectivity and used when they try to make an agreement to do a common project or to solve differences or conflicts of interest.

4th Annual EuroMed Conference of the EuroMed Academy of Business
Incae Business School

Ogliastri, E. (2011). Negotiations between Germany and Latin America: A Cross Cultural Cualitative Study. In 4th Annual EuroMed Conference of the EuroMed Academy of Business (pp. 1408–1419).