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ERIC Number: ED249545
Record Type: RIE
Publication Date: 1982-Nov
Pages: 24
Abstractor: N/A
Reference Count: 0
North and Latin American Business Negotiations: An Assessment of Differences in Interpersonal Perception.
Rankis, Olaf E.; Biggers, J. Thompson
Both North American and Latin American business professionals were investigated in a study that focused on the perceived communication problems between the two groups. A number of major areas of interest were considered, including the following: (1) source of credibility (what dimensions of personality were seen as most desirable in the intercultural business counterpart); (2) locus of power (which group was perceived as most influential during the negotiation process); (3) competitive posture (business equality and aggressiveness); (4) communication uncertainty (the degree to which individuals felt sure of themselves in the negotiation context); (5) perceived understanding of communication intent; (6) decision making style; (7) perceived apprehension during the encounter; and (8) nonverbal behavioral differences. The communication assessment instrument that was used contained five sections of eight communication constructs. The data were collected in two separate stages: first from 30 bank executives representing various locations in Latin America, and second from subjects interviewed at the Miami Florida International Airport. Results indicated several perceptual differences existing between North American and Latin American business professionals, as well as some striking similarities. Members of both groups were very aware of the great possibility of being misunderstood by the other group. (HOD)
Publication Type: Reports - Research; Speeches/Meeting Papers
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Note: Paper presented at the Annual Meeting of the Speech Communication Association (68th, Louisville, KY, November 4-7, 1982).