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Rioja, M., Gonzales, C. (2017). Cómo negociar con peruanos? : Sector minero [Pontificia Universidad Católica del Perú]. http://hdl.handle.net/20.500.12404/8870
Rioja, M., Gonzales, C. Cómo negociar con peruanos? : Sector minero []. PE: Pontificia Universidad Católica del Perú; 2017. http://hdl.handle.net/20.500.12404/8870
@mastersthesis{sunedu/2653467,
title = "Cómo negociar con peruanos? : Sector minero",
author = "Gonzales Bromley, Carlos David",
publisher = "Pontificia Universidad Católica del Perú",
year = "2017"
}
Title: Cómo negociar con peruanos? : Sector minero
Advisor(s): Avolio Alecchi, Beatrice Elcira
Keywords: Industria minera -- Perú; Investigación cualitativa; Negociación; Comunicación interpersonal
OCDE field: https://purl.org/pe-repo/ocde/ford#5.02.04
Issue Date: 21-Jun-2017
Institution: Pontificia Universidad Católica del Perú
Abstract: El objetivo de esta investigación cualitativa es el análisis descriptivo de como negocian los
peruanos en el sector minero, así como evidenciar la influencia de las diferencias culturales
en el proceso de la negociación, considerando: el estilo de negociación, las barreras de
comunicación, las costumbres sociales, el uso de la tecnología, las habilidades y preferencias
del negociador.
La metodología aplicada, ha sido la del estudio de casos múltiple, pues brinda la flexibilidad
necesaria para captar las respuestas de los informantes, sus expresiones y sentimientos en un
sentido holístico el cual ha permitido seguir una secuencia metodológica de investigación
apropiada presentando los antecedentes y propósito del estudio, para luego pasar a desarrollar
la base teórica a profundidad y el diseño de investigación. Posteriormente se muestran los
resultados, el análisis y los pone en discusión con la base teórica y estudios previos;
finalmente se muestran las conclusiones y recomendaciones.
Del análisis de resultados se puede decir que los peruanos en el sector minero utilizan una
comunicación transparente y clara, se apoyan en la tecnología para planificar y agilizar el
proceso. Dependiendo del lugar de origen y género de la contraparte su conducta y trato
varían. El idioma para negociar es el inglés. La actitud del negociador es amistosa, flexible y
colaborativa, evita cualquier controversia. El lugar preferido para negociar es la oficina. La
negociación es monocrónica, un equipo técnico se encarga de revisar cada una de las
condiciones. El “regateo” está presente y quien cierra el acuerdo en su mayoría de veces es el
negociador, importa más las relaciones profesionales a largo plazo que las amistades.
Este estudio pretende sentar las bases para futuras investigaciones que profundicen en el
análisis de las características de los negociadores peruanos en el sector minero y además
sirva de referencia para ejecutivos de cualquier nacionalidad que busquen una aproximación
de entendimiento de la cultura negociadora Peruana
The objective of this research is descriptive qualitative analysis as Peruvians traded in mining sector as well as highlights the influence of cultural differences in negotiation, according with: the style of negotiation, communication barriers, social customs, and use of technology and the skills and preferences of the negotiating. The methodology has been the study of multiple cases, because it provides the flexibility to capture the responses of the informants, their expressions and feelings into a holistic sense which has allowed following an appropriate sequence of research methodology. First the background and purpose study, and then go on to develop the theoretical basis and design depth research. Subsequently the results, analysis and discussion according with the theoretical background and previous studies; finally the conclusions and recommendations are given. The result analysis has permitted to say that in the mining sector, Peruvians used in a transparent and clear communication, rely on technology to plan and expedite the process. Depending on the place of origin and gender counterparty the behavior and treatment varies. Negotiating language is English. The negotiator's attitude is friendly, flexible and collaborative, avoid any controversy. The preferred site is the trading office. Negotiation is monochronic, a technical team in charge reviews each of the agreement's conditions. Haggling is present and most time the deal is closed by the negotiator and long-term professional relationships matter more than friendships. This study aims to lay the groundwork for future research to deepen the analysis of the characteristics of the Peruvian negotiators in the mining sector and also serve as a reference for executives of all nationalities who seek an approximation of understanding of the negotiating Peruvian culture
The objective of this research is descriptive qualitative analysis as Peruvians traded in mining sector as well as highlights the influence of cultural differences in negotiation, according with: the style of negotiation, communication barriers, social customs, and use of technology and the skills and preferences of the negotiating. The methodology has been the study of multiple cases, because it provides the flexibility to capture the responses of the informants, their expressions and feelings into a holistic sense which has allowed following an appropriate sequence of research methodology. First the background and purpose study, and then go on to develop the theoretical basis and design depth research. Subsequently the results, analysis and discussion according with the theoretical background and previous studies; finally the conclusions and recommendations are given. The result analysis has permitted to say that in the mining sector, Peruvians used in a transparent and clear communication, rely on technology to plan and expedite the process. Depending on the place of origin and gender counterparty the behavior and treatment varies. Negotiating language is English. The negotiator's attitude is friendly, flexible and collaborative, avoid any controversy. The preferred site is the trading office. Negotiation is monochronic, a technical team in charge reviews each of the agreement's conditions. Haggling is present and most time the deal is closed by the negotiator and long-term professional relationships matter more than friendships. This study aims to lay the groundwork for future research to deepen the analysis of the characteristics of the Peruvian negotiators in the mining sector and also serve as a reference for executives of all nationalities who seek an approximation of understanding of the negotiating Peruvian culture
Link to repository: http://hdl.handle.net/20.500.12404/8870
Discipline: Administración Estratégica de Empresas
Grade or title grantor: Pontificia Universidad Católica del Perú. CENTRUM
Grade or title: Magíster en Administración Estratégica de Empresas
Register date: 21-Jun-2017; 21-Jun-2017
This item is licensed under a Creative Commons License