The Effect of Country's Culture in the Style of Negotiation: A Proposal for the case of Costa Rica

This study attempts to define through a bibliographical research, the influence of a country's culture in its style of business negotiations and how it could affect the business behavior of Costa Ricans. Therefore, we examine several methods to measure the two variables in question - negotiating styles and country culture-and decant towards the Cultural Dimensions model to characterize a country's culture, and the classification of integral and distributional behaviors to establish the negotiation variable. Subsequently, through a comparative study of several researches that have studied the subject in other different cultures, we make several proposal about the negotiating behavior of the Costa Ricans as a function of their country's culture.