Negotiation and internationalization processes based on interculturality: a projective vision for a Colombian-Israeli negotiation Procesos de negociación e internacionalización basados en la interculturalidad: visión proyectiva para una negociación colombo-israelí

Abstract

The reflective work presented here seeks to present a brief argument related to negotiation processes and the importance of interculturality in order to carry out international business successfully. The theoretical foundations range from the conceptualization of negotiation, through the interculturality of negotiation, to the mention of Hosfstede's 5 Cultural Dimensions Model to understand the discrepancies in negotiations in similar situations. It is stated that the context of the globalized world, the experiences and strategies of the chief executive officers, First Level, have to dedicate much of their time to understand the relevant regulations in and from the cultural differences. From a hypothetical perspective, it is assumed that when negotiating with countries such as Colombia and Israel, a projective vision is required for an intercultural negotiation of mutual recognition that allows them to reach a good conclusion.