Darbo tikslas – išanalizuoti tarpkultūrines derybas teoriniu aspektu, suvokti, kokia sėkmingų derybų esmė ir kaip derėtis su skirtingų kultūrų atstovais, atlikti tyrimą ir pateikti siūlymus. Darbą sudaro trys pagrindinės dalys. Pirmoje dalyje apžvelgiama mokslinė literatūra tarpkultūrinių derybų sampratos aspektais. Analizuojama, kokią įtaką tarptautiniam verslui turi įvairių kultūrų skirtumai. Antroje darbo dalyje pristatoma tiriamos įmonės, AB „Audimas“ charakteristika, pateikiami tyrimo, kuriuo buvo siekiama įvertinti darbuotojų kompetenciją tarpkultūrinėse derybose, duomenys, jų analizė ir vertinimas. Trečioje dalyje pateikiama AB „Audimas“ darbuotojų tarpkultūrinių derybinių įgūdžių tobulinimo programa . Programą sudaro keturių krypčių modeliai. / The aim of this paper is to analyze the theoretical aspects of intercultural negotiations, to understand what the essence of successful negotiations are and how to negotiate with different cultures, to investigate and make proposals This paper consists of three different parts. The first part reviews the scientific literature on the concept of cross-cultural negotiation aspects. It analyzes the impact of international business varieties in different cultures. The second part presents the companies JSC Audimas characteristic, studies which was designed to assess staff competence in intercultural negotiations, data analysis and evaluation. The third section presents JSC Audimas employees intercultural negotiation skills development program. The program consists of a four-way models.

Esta tese tem por objetivo contribuir para a definição e desenvolvimento do conceito de \"negociação cultural\", compreendido como categoria teórico-metodológica orientadora de processos de mediação voltados à apropriação da cultura escrita. Foram estudados três dispositivos culturais cujas ações estão relacionadas à mediação da escrita em contextos diversos: o Centro Educacional e Cultural Kaffehuset Friele, localizado na zona rural de Minas Gerais; a Estação do Conhecimento Einstein-Paraisópolis, em Paraisópolis, segunda maior favela da cidade de São Paulo, e a Biblioteca Pública Louise Michel, localizada em um bairro da periferia de Paris/França, com forte concentração de imigrantes. Foi utilizada metodologia colaborativa, processo de construção científica baseado na interlocução entre saberes e fazeres científicos e \"da ação\", adotando-se, porém, perspectiva que não reduz ou sobrepõe uns aos outros. Os resultados mostram que, reconhecendo e incorporando a seus conceitos e processos os conflitos provocados pelas divergências e/ou assimetrias existentes entre os diferentes sujeitos, grupos, segmentos, categorias, matrizes socioculturais (leitores/não-leitores, tradição oral/cultura escrita), os dispositivos estudados, diferentemente de outros do mesmo teor, mais que instâncias de controle e/ou de difusão, são instâncias de negociação cultural, envolvendo sujeitos, textos e contextos em processos ativos, complexos e afirmativos de apropriação de informação e cultura, incluída aí - mas não exclusivamente - a cultura escrita. O conceito de negociação cultural aponta, portanto, para perspectivas novas, tanto em relação à apropriação da cultura escrita, como da cultura em geral. Dá mostras, ao mesmo tempo, de poder contribuir para a redefinição indispensável de práticas e conceitos de mediação cultural e seus paradigmas. / This thesis aims to contribute to the definition and development of the concept \"cultural negotiation\", understood as a theoretical-methodological category guiding the mediation processes used to suit the written culture. Three cultural devices were studied and their actions are related to the writing mediation in three different contexts: Kaffehuset Friele Educational and Cultural Center, located in Minas Gerais rural area; Einstein Knowledge Station, in Paraisópolis, the second largest slum located in Sao Paulo City, and Louise MIchel Public Library, located in greater Paris/France, which has a large amount of immigrants. Collaborative methodology has been used, in other words, a scientific construction process based on the dialogue between scientific knowledge and \"action\", adopting, however, a perspective that does not reduce or overlap one another. The results indicate that by acknowledging and incorporating their concepts and processes, the conflicts caused by divergences and/or asymmetries between the different individuals, groups, segments, categories, sociocultural matrix (readers/non-readers, oral tradition/written culture), the studied devices, unlike others of the same content are, rather than instances of control and/or dissemination, they are instances of cultural negotiation involving subjects, texts and contexts in active, assertive and complex processes of information and cultural appropriation, including - but not exclusively - written culture. The concept of cultural negotiation, therefore, points out to new perspectives concerning written culture, as well as cultural appropriation as a whole. Simultaneously, it indicates to be able to contribute to redefine essential practices and concepts of cultural mediation and its paradigms.

Esta tese tem por objetivo contribuir para a definição e desenvolvimento do conceito de \"negociação cultural\", compreendido como categoria teórico-metodológica orientadora de processos de mediação voltados à apropriação da cultura escrita. Foram estudados três dispositivos culturais cujas ações estão relacionadas à mediação da escrita em contextos diversos: o Centro Educacional e Cultural Kaffehuset Friele, localizado na zona rural de Minas Gerais; a Estação do Conhecimento Einstein-Paraisópolis, em Paraisópolis, segunda maior favela da cidade de São Paulo, e a Biblioteca Pública Louise Michel, localizada em um bairro da periferia de Paris/França, com forte concentração de imigrantes. Foi utilizada metodologia colaborativa, processo de construção científica baseado na interlocução entre saberes e fazeres científicos e \"da ação\", adotando-se, porém, perspectiva que não reduz ou sobrepõe uns aos outros. Os resultados mostram que, reconhecendo e incorporando a seus conceitos e processos os conflitos provocados pelas divergências e/ou assimetrias existentes entre os diferentes sujeitos, grupos, segmentos, categorias, matrizes socioculturais (leitores/não-leitores, tradição oral/cultura escrita), os dispositivos estudados, diferentemente de outros do mesmo teor, mais que instâncias de controle e/ou de difusão, são instâncias de negociação cultural, envolvendo sujeitos, textos e contextos em processos ativos, complexos e afirmativos de apropriação de informação e cultura, incluída aí - mas não exclusivamente - a cultura escrita. O conceito de negociação cultural aponta, portanto, para perspectivas novas, tanto em relação à apropriação da cultura escrita, como da cultura em geral. Dá mostras, ao mesmo tempo, de poder contribuir para a redefinição indispensável de práticas e conceitos de mediação cultural e seus paradigmas. / This thesis aims to contribute to the definition and development of the concept \"cultural negotiation\", understood as a theoretical-methodological category guiding the mediation processes used to suit the written culture. Three cultural devices were studied and their actions are related to the writing mediation in three different contexts: Kaffehuset Friele Educational and Cultural Center, located in Minas Gerais rural area; Einstein Knowledge Station, in Paraisópolis, the second largest slum located in Sao Paulo City, and Louise MIchel Public Library, located in greater Paris/France, which has a large amount of immigrants. Collaborative methodology has been used, in other words, a scientific construction process based on the dialogue between scientific knowledge and \"action\", adopting, however, a perspective that does not reduce or overlap one another. The results indicate that by acknowledging and incorporating their concepts and processes, the conflicts caused by divergences and/or asymmetries between the different individuals, groups, segments, categories, sociocultural matrix (readers/non-readers, oral tradition/written culture), the studied devices, unlike others of the same content are, rather than instances of control and/or dissemination, they are instances of cultural negotiation involving subjects, texts and contexts in active, assertive and complex processes of information and cultural appropriation, including - but not exclusively - written culture. The concept of cultural negotiation, therefore, points out to new perspectives concerning written culture, as well as cultural appropriation as a whole. Simultaneously, it indicates to be able to contribute to redefine essential practices and concepts of cultural mediation and its paradigms.

<p>Intercultural negotiations are playing an increasing role in the globalisation nowadays. Business negotiators are now facing negotiations in which they have to meet people from all over the world because of the development of different market places. Sweden is particular case of this internationalization. Swedish negotiators have to use their skills with new collaborators. Their particularities are of relevance for any international negotiator who will have to negotiate with them.</p>

Intercultural negotiations are playing an increasing role in the globalisation nowadays. Business negotiators are now facing negotiations in which they have to meet people from all over the world because of the development of different market places. Sweden is particular case of this internationalization. Swedish negotiators have to use their skills with new collaborators. Their particularities are of relevance for any international negotiator who will have to negotiate with them.

Made available in DSpace on 2017-07-10T19:07:37Z (GMT). No. of bitstreams: 1 Texto completo Washington Soares.pdf: 1086256 bytes, checksum: 4367d8566be86f0622c227da3d2c1002 (MD5) Previous issue date: 2012-04-03 / The work aims to analyze the civilizing process employed by the Jesuits in the missions of Guairá between the years 1609 and 1632, with reference to the central theoretical concept of cultural negociation, as conceived by Hommi Bhabha. According to our hypothesis, the introduction of the eurochristian culture among the Guarani took place through intense cultural negotiation between the parties involved. This movement inaugurated the construction of intersubjective bridges between the Indians and the religious, which therefore resulted in a hybrid culture, with aspects of both the Guarani and the Christian cultures, redefined in the missionary area, that will be treated as an in-between place. We will discuss the interpretation of the cultural practices of the Guarani, their appropriation and further representation of the Gentile Indian and the Reduced Indian. The sources that feed our approach include, in particular, the writings of Father Antonio Ruiz de Montoya, one of the pioneers of reductional experience in the region. / O trabalho tem por objetivo analisar o processo civilizador empregado pelos jesuítas nas missões do Guairá entre os anos de 1609 e 1632, tendo como referência teórica central o conceito de negociação cultural, assim como concebido por Hommi Bhabha. De acordo com a nossa hipótese, a introdução da cultura eurocristã entre os Guarani se deu mediante intensa negociação cultural entre as partes envolvidas. Esse movimento inaugurou a construção de pontes intersubjetivas entre indígenas e religiosos, o que resultou, por consequência, na origem de uma cultura híbrida, que mesclou aspectos da cultura Guarani e Cristã, ressignificando-os em um espaço missioneiro, que será tratado como um entre-lugar. Analisaremos a interpretação das práticas culturais dos Guarani, a sua apropriação e a posterior representação da identidade do índio gentio e do índio reduzido. As fontes que alimentam a nossa abordagem contemplam, sobretudo, os escritos do Padre Antonio Ruiz de Montoya, um dos pioneiros da experiência reducional na região.

This thesis explores eating habits among seven second-generation immigrants born, raised and living in Scania, southern Sweden. It does so by using a thematic analysis of data gathered through semi-structured interviews. The theoretical framework combines Douglas’ symbolism, Bandura’s social learning theory and acculturation models. The results show that interviewees maintain memories from childhood and emotions attached to eating habits; parents play an important role in shaping the individuals’ habits as well as their successful assimilation of the majority traditions. Moreover, there is a general preference for social eating rather than eating alone, and a strong connection between traditional food and cultural belonging. Differences in eating habits were recognized as reasons of discrimination and feelings of alienation. However, thanks to their parent’s influence, interviewees negotiate the different cultural realities they live in. The findings contribute to research in the sociology of food and eating and can be employed in policy development.

Made available in DSpace on 2016-04-25T19:20:20Z (GMT). No. of bitstreams: 1 Luciney Paulino Flora.pdf: 3413404 bytes, checksum: ad2bedd7e4cef99fdb705eedd8696b30 (MD5) Previous issue date: 2012-05-21 / Coordenação de Aperfeiçoamento de Pessoal de Nível Superior / The present dissertation accomplished a study about the emerging of the Cargo Cults in the dynamic of encounters and conflicts in Melanesia and Papua New Guinea s intercultural and colonial context. Its main aim was: 1) to analyse the colonization process and its impact on Melanesia and Papua New Guinea s society, culture and religions, emphasising the missionary actions, e 2) to make an approximation and reading of the Cargo Cults development through the historic relations that follows the encounter between occidental culture and traditional cultures . As methodological resource it conjugated the concepts of cultural negotiation , cultural translation , transculturality , cultural appropriation and syncretism , making a reading witch try to surpass the old binary s approaches of reflections that looked at the Western and Traditional societies as closed totalities. From the interpretation process of the research s composition, it was concluded that the colonial circumstance and the missionaries presence brought about a new reality, of conflict and constant cultural negotiation. Cargo Cults were seen as expression of that new reality. The research showed that in this cultural negotiation process there are losses, but also earnings to both sides / Esta dissertação realizou um estudo sobre o surgimento dos Cultos a Carga na dinâmica dos encontros e conflitos no contexto intercultural e colonial da Melanésia e Papua Nova Guiné. Seus objetivos foram: 1) analisar o processo colonizatório e seu impacto sobre a sociedade, cultura e religiões da Melanésia e Papua Nova Guiné, enfatizando o efeito da ação missionária e 2) fazer uma aproximação e leitura do desenvolvimento dos Cultos a Carga a partir das relações históricas que se sucedem ao encontro entre a cultura ocidental e as culturas tradicionais . Como recurso metodológico, conjugou conceitos como negociação cultural , tradução cultural , transculturalidade , apropriação cultural e sincretismo , realizando uma leitura que visou superar posturas binárias de reflexão, que veem a sociedade ocidental e as sociedades tradicionais como totalidades fechadas . Com o processo de interpretação na composição da pesquisa, concluiu-se que a situação colonial e a presença missionária instalou uma nova realidade de conflito e constante negociação cultural . Os Cultos a Carga foram vistos como expressões desta nova realidade. A pesquisa mostrou que nesse processo de negociação cultural existem perdas, mas também existem ganhos para ambos os lados

Successful intercultural natural resource management collaboration is challenged by divergent worldviews and power disparities. Studies of non-intercultural collaboration efforts demonstrate that good outcomes emerge when procedural conditions are met, such as fostering open and high-quality deliberations, use of interest-based bargaining techniques and collective definition of the scope of the process. The applicability of these procedural conditions to intercultural collaboration efforts, such as negotiations between Aboriginal people, government resource managers and sustainable forest license holders, has not been explored. The aim of this thesis is to examine the outcomes and factors influencing two intercultural collaborations in the northeast region of Ontario. Semi-structured interviews with collaboration participants, negotiation meeting minutes and draft agreements are used as data sources. Following a general inductive coding approach and using QSR NVivo 2, the analysis of outcomes in both cases highlights improvements in relationships, increased understanding among the parties and the gradual definition of the scope of the negotiation. The findings also demonstrate that several barriers, including a lack of clear policy and legislative framework for collaboration and different definitions of the problem discourage intercultural collaboration. In one negotiation process, frequent and high quality deliberations, using an interest-based negotiation approach, and efforts to mutually define the scope of the negotiation prior to substantive negotiation do not overcome these systemic barriers to collaboration. However, in another negotiation process, the social and relational characteristics of the community and participants do contribute to the parties recognizing their interdependence, focusing on shared goals and undertaking joint action. This research demonstrates that the development of shared goals and acknowledgement of divergent problem definitions are more important to intercultural collaboration success than the development of improved relationships and establishing a mutually acceptable scope prior to collaboration. In the absence of a supportive legislative basis for the distribution of forest decision-making authority and responsibilities, this understanding of how Aboriginal, government and forest industry participants can collaborate is useful for developing more effective and equitable intercultural collaboration.

Successful intercultural natural resource management collaboration is challenged by divergent worldviews and power disparities. Studies of non-intercultural collaboration efforts demonstrate that good outcomes emerge when procedural conditions are met, such as fostering open and high-quality deliberations, use of interest-based bargaining techniques and collective definition of the scope of the process. The applicability of these procedural conditions to intercultural collaboration efforts, such as negotiations between Aboriginal people, government resource managers and sustainable forest license holders, has not been explored. The aim of this thesis is to examine the outcomes and factors influencing two intercultural collaborations in the northeast region of Ontario. Semi-structured interviews with collaboration participants, negotiation meeting minutes and draft agreements are used as data sources. Following a general inductive coding approach and using QSR NVivo 2, the analysis of outcomes in both cases highlights improvements in relationships, increased understanding among the parties and the gradual definition of the scope of the negotiation. The findings also demonstrate that several barriers, including a lack of clear policy and legislative framework for collaboration and different definitions of the problem discourage intercultural collaboration. In one negotiation process, frequent and high quality deliberations, using an interest-based negotiation approach, and efforts to mutually define the scope of the negotiation prior to substantive negotiation do not overcome these systemic barriers to collaboration. However, in another negotiation process, the social and relational characteristics of the community and participants do contribute to the parties recognizing their interdependence, focusing on shared goals and undertaking joint action. This research demonstrates that the development of shared goals and acknowledgement of divergent problem definitions are more important to intercultural collaboration success than the development of improved relationships and establishing a mutually acceptable scope prior to collaboration. In the absence of a supportive legislative basis for the distribution of forest decision-making authority and responsibilities, this understanding of how Aboriginal, government and forest industry participants can collaborate is useful for developing more effective and equitable intercultural collaboration.