Analysis of the determinants of intercultural negotiation in the international trade of tropical products: the case of cashew nuts in North Benin.

Abstract

This article aims to analyze the different elements or factors that determine intercultural negotiation in the international cashew nut trade in the communes of northern Benin (Parakou, Tchaourou, Kandi, Gogounou) using a Logit model. After analysis of the results, variables such as: respect for tradition, adaptation to cultural practices, knowledge of languages, mastery of cultural communication determine the practice of intercultural negotiation in the international trade of tropical cashew products in North-Benin. The information collected from exploratory surveys, structured and semi-structured interviews with cashew nut producers show the influence of these variables on intercultural negotiation in the international trade of tropical products, particularly cashew nuts.