Análise tática e estratégica de negociação internacional no segmento de tecnologia: um estudo sobre uma empresa do ramo em três países distintos

Abstract

The present study aims to understand how a technology company develops its negotiation tactics, taking into consideration the consequences of the decisions made, as well as to understand how technology impacts decision-making in negotiations. In order to achieve this objective, Tanya Alfredson (2008), Simon (1997), Kersten and Noronha (1999), and Clarke R. (1993) were used as theoretical foundations to provide key concepts of negotiation tactics and strategies. This allowed for a qualitative approach to be applied in order to understand the specific decisions made by the company. Furthermore, this research is of an inductive nature, as the consolidation of results is based on a case study of the company's negotiation approach with three prospects from the technology sector, one from Mexico, one from Colombia, and one from Chile. From this, it can be inferred that there are similarities in terms of negotiation tactics adopted by Latin American countries, especially when they come from the same industry, considering factors such as culture, challenges, and negotiator profiles. Additionally, there is a noticeable impact of technology in facilitating processes and culture in the duration of negotiations.