Team Coaching and Cultural Intelligence in International Negotiation: A Systematic Literature Review (#2152)

Authors

Andrade, Carla

Vasquez, Briggitte

Goriva, Jordy

Segovia, Joel

Abstract

This study analyzes the incidence of team coaching as a strategic tool in international commercial negotiation processes during the 2020-2025 period. In a global ecosystem characterized by volatility, uncertainty, and accelerated digitalization, the ability of organizations to reach sustainable agreements depends less on isolated individual skills and more on the systemic cohesion of their negotiating teams. Through a qualitative methodology with an exploratory and descriptive scope based on secondary sources, transformations in agile leadership, psychological safety, and collective emotional intelligence are examined. The main findings underscore that the integration of ontological and systemic coaching methodologies significantly reduces internal conflicts, optimizes intercultural communication, and generates a tangible return on investment through improved productivity and strategic talent retention. It is concluded that team coaching facilitates the transfer of theoretical knowledge into behavioral competencies, enabling organizations to navigate foreign markets through agile structures and decision-making aligned with shared purposes.