The Brazil - Columbia Coffee Marketing Negotiations an Experiential Exercise Aimed at Highlighting the Dynamics Involved in the International Business Negotiation Process

Abstract

The negotiation process between two or more human beings is always a complex one. Many factors endanger a successful conclusion to such negotiations. Many factors, such as: (1) non parallel objectives held by each of the negotiating parties; (2) differences in personality traits; degree of personal pride, prejudice, stubbornness (3) barriers to “true” communications; (4) lack of trust, etc. all come into play.