| This dissertation examines the negotiating style of the Dominican negotiator. The research presented is of qualitative nature---a phenomenology study---which looks at a single country: the Dominican Republic. Two major research strategies used in this research are (a) in-depth interviews with negotiators and observers and (b) a cultural survey instrument of Dominican managers. Data has been collected from primary sources, through interviews of negotiators in the private and public sector and through surveys completed by managers and negotiators. After distilling the interview through horizonalization and other qualitative analyses methods, within-case and across-case analysis were done to determine key findings of each interview. This dissertation provides an insight into the cultural profile of Dominicans, as the foundation to create a descriptive profile of the Dominican negotiator.Keywords: Negotiation, Dominican Republic, Phenomenology, Qualitative Study, Negotiating Style, Negotiation Behavior, Bargaining Style. |
