The necessity for this study originates from the fact that the Latin America is very important for our country as an emerging market which consists of nearly 6 billion people in 33 countries which are rich in natural resources. In order to understand ...
The necessity for this study originates from the fact that the Latin America is very important for our country as an emerging market which consists of nearly 6 billion people in 33 countries which are rich in natural resources. In order to understand the cross-cultural features and negotiation culture of the Latin American market, the study of cross-culture negotiation is very important. Despite of its huge market potentials, there are few studies on the Latin America’s cultural values and negotiation styles in relation to nonverbal communication.
With the deepening of globalization since 2000, the importance of Latin American counties has risen quickly as an emerging important resource markets. The perspective that all of Latin America countries have the same culture becomes wrong. It has been studied that the non-vocal communication is very important factor in negotiation with the Latin Americal countries, in which the non-vocal communication is composed of about 70% in the communication. Although this factor could be a decisive factor in the intercultural negotiation, many people do not recognize its importance for the successful negotiatiation with the Latin Americans. The purpose of this study, therefore, is to shed some lights on the effect of Latin America’s cultural values and negotiating processes on negotiation outcomes with the focus on the moderating effect of the non-vocal communication.
The results of this empirical study are as follows;
First, this study was conducted through a survey research about correlation between cross-cultural features and intercultural negotiations in Spanish-speaking 8 countries in Latin America. Second, Latin America represents the cultural values of a strong collectivism and high context society that involve a lot of non-verbal communication rather than verbal communication. This study is concentrated on the Impact of non-verbal communication on negotiation outcomes. Third, during cross-cultural negotiations with the Latin Americal people, It is difficult to understand the other party due to the language barriers and cultural differences. So this study will be an opportunity to overcome those barriers by observing the Impact on negotiation outcomes through non-verbal communication. Fourth, based on the results of empirical studies, this study reminds any international business negotiatiors with the Latin America of the importance of non-verbal communication. This study has been utilizing the Hofstede's research methods and his five factors of cultural values. This study also makes full use of the previous researches on geopolitical factors and demographic studies on the Latin Americas, as well as the negotiation process theory by Acuff.
It is now necessary to cast away the existing view point of the reconceived Latin American cultures, and new approaches are needed. This study validates the Larry's non-verbal communication theory. In conclusion, to achieve success in the negotiation with the Latin America, the appropriate non-verbal communication behaviors accompanied by thorough preparation will guaranteed the good results in international negotiations.
，韩语论文题目，韩语论文网站 |
