Abstract

MARRERO ANCIZAR, Yaimary  and  ORTIZ TORRES, Maritza. Trade Negotiators' Profile: Elements for their Characterization. Econ. y Desarrollo [online]. 2018, vol.159, n.1, pp.185-197. ISSN ISSN.

In the international trade scene, the first element to take into account in order to carry out a successful negotiation, is reflection about the relation that exist between the trade negotiator´s profile from the company and the profiles of those from the other culture, we pretend to negotiate with, in order to establish the differences and similarities between them. So, it is essential to determine aspects that characterize the profile of each trade negotiator. Although we can find in literature some works that deal with the elements that must characterize these negotiators, these works present a generic approach, mainly based on the abilities the negotiators must have, but they do not have an integrating method that takes into account the characteristics of their education and the elements of the individual that determine his/her performance as negotiator. The paper presents a study which results state the elements that according to their author´s opinion, must characterize the negotiators profile.

Keywords : emotional intelligence; negotiation; negotiator´s.

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