The hackneyed phrase“to be or not to be” seems to apply to everything, and everyone. So deciding whether being a good global manager or not depends entirely on us.However, some of us think that this is an innate characteristic, and if one lacks it, there is nothing we can do about it. Luckily not everyone shares this ideology. According to Percy Barnevick, the CEO of the Swedish firm ABB said, “Global managers have exceptionally open minds. They respect how different countries do things, and they have the imagination to appreciate why they do them that way…Global managers are made, not born” (qtd. in House, Hanges, Javidan, Dorfman, and Gupta 5). Having this in mind there is nothing that can stop someone from succeeding in the business world. Nevertheless, there are important things that one should take into consideration; even though at first sight they might seem unimportant actually they are essential. A good global business manager knows how businesses work. An excellent global business manager knows how to conduct, manage, and negotiate business across boundaries. He/she is an expert in differentiating and understanding cross-cultural factors.
How can culture, business, and negotiations possibly be connected? Well, studieshave proved that cultural factors have a large impact on how to do business in each country. A major factor that we tend to oversimplify is MEDC’s and LEDC’s. Taking Ecuador as an example, just like other countries, it has its unique and different characteristics with a potential for success. However, not knowing which these are makes it hard for a business manager to deal with it. Even if Ecuador offers a lot of opportunities for great business deals, it can be an extreme challenge when it comes to try and understand this culture. Therefore, this thesis will serve as a guide and a reference for Ecuadorians and foreigners to understand its culture for a successful negotiation.
Take into consideration:
- “The greatest barrier to businesses’ success is the one erected by culture” – Edward and Mildred Hall
- “International business is like international soccer games: The rules are internationaland just for all, but the games are local” – Geert Hofstede
Lopez, Nicole, "Let's Establish a Negotiation: The Influence of Ecuadorean SMEs Culture on their International Negotiations" (2013). Honors College Theses. 125.