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Ogliastri, Enrique

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Enrique
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Ogliastri
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IE University
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    Publication
    French negotiation style: A qualitative approach
    (Pontificia Universidad Javeriana, 2017) Rendón, María Isabel; Fosse, Sebastien; Ogliastri, Enrique; https://ror.org/02jjdwm75
    Based on theories developed by Hall,Hofstede,and the Globe project,this article analyzes,on one hand,the patterns of French negotiators,and on the other hand,the challenges that people from other cultures face when they negotiate with the French. Inductive,comparative and qualitative methodologies are used about specific negotiation experiences with the French: a focus group and three studies with semi-structured interviews with 244 negotiators from five continents. To those negotiating with the French,it is advised to prepare negotiations with facts,figures and solid arguments,to look for a gradual approach,to be assertive but flexible,and to maintain formality and good manners at the negotiation table. © 2017,Pontificia Universidad Javeriana. All rights reserved.
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    Publication
    Distributive/integrative negotiation strategies in cross-cultural contexts: a comparative study of the USA and Italy
    (Cambridge University Press, 2021) Benetti, Sara; Caputo, Andrea; Ogliastri, Enrique; https://ror.org/02jjdwm75
    Integrative and distributive negotiation strategies are a key paradigm of practice,teaching,and research. Are these US-formulated negotiation prototypes valid in the rest of the world? Adopting a cross-cultural view,we analyze a sample of 214 foreigners who detailed the negotiation behavior they faced in Italy (134) and in the United States (80). Implementing latent class analysis,we identify three clusters of negotiation prototypes. Our findings show how the Country is a predictor for cluster membership,and peculiar cultural traits of the two groups contribute to explain the differences in negotiation strategies. Three prototypes emerged: a typically distributive,an emotional integrative (mostly Italian),and an impersonal integrative (mostly American). Results show how the handling of emotions is a crucial part of the interaction for Italian negotiators,regardless of their orientation toward negotiation strategies,implying a cultural influence toward handling emotions in negotiations. © Cambridge University Press and Australian and New Zealand Academy of Management 2021. This is an Open Access article,distributed under the terms of the Creative Commons Attribution licence (http://creativecommons.org/licenses/by/4.0/),which permits unrestricted re-use,distribution,and reproduction in any medium,provided the original work is properly cited.
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    Publication
    Management and Innovation in Latin America: introduction
    (2019-05-27) Ogliastri, Enrique; Batista Pamplona, João; Gómez Villegas, Mauricio; https://ror.org/02jjdwm75
    In this introduction to the special issue of Gestão & Regionalidade entitled “Management and Innovation in Latin America,” we first review the published literature about the region, then introduce the ten new articles appearing in this issue, and finally reflect briefly on the current and future state of studies on innovation management and economics in the region. Latin America’s innovation performance remains far short of its economic relevance, despite increasing academic research on the issue. Future research should highlight interactive ways to promote innovation, social innova-tions, public innovation, innovations for sustainability, technological innovations associated with the fourth industrial revolution, and the very specific nature of Latin American entrepreneurship.