Building Cross-Cultural Negotiation Prototypes in Latin American Contexts from Foreign Executives' Perceptions.

This study explores international negotiation prototypes in a Latin American country (Costa Rica). Analysis of questionnaire data from 101 foreign residents doing business in Costa Rica identifies different classes of Costa Rican negotiators. The study applies latent class analysis methods. The strict use of statistical arguments uncovered the latent class structure present in the dataset. The study identifies two distinct clusters of negotiator types: a rational negotiator and an emotional one. Cultural values have substantial importance in both clusters.