NEGOTIATION CULTURES IN MEXICO AND ITALY: A COMPARATIVE APPROXIMATION

Abstract

This article makes a comparative reflection on the way Mexicans and Italians negotiate. The purpose is to identify and analyze the particularities that Mexican and Italian cultures have in the moment of negotiating. The methodological strategy was focused on the perception of people; the meaning, structure and essence of a lived experience of one individual in a given moment of a negotiation. The results evidences that the different ways of negotiation are related to: Negotiation philosophy, counterpart conception, whom negotiates, pre negotiations and beginning of negotiations. The style of both cultures is evidenced in the way they participate of intercultural contexts both in business as in personal settings.