Abstract

SARKIS, C.R.I, Bassam  and  OCAMPO, Juan José. Negotiating with other cultures: How Colombians negotiate according to mexican businessmen. Civilizar [online]. 2015, vol.15, n.29, pp.135-148. ISSN 1657-8953.

Our purpose is to try to understand the negotiation practices among Mexicans and Colombians. First a brief account of the TLC between both countries will be presented; second the economic and socio-cultural characteristics will be described; third we will present the main Colombian and Mexican negotiating practices; finally, based on interviews (Annex 1) with Mexican businessmen belonging to the "Asociación Cámara de Comercio e integración Colombo-Mexicana" (ASCCICM), we will offer some recommendations to enbance theses practices in order to take a better advantage of the opportunities provided by TLC

Keywords : Commercial negotiation; TLC Colombia-México; cultural aspects; negotiation practices; Harvard method of negotiating.

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