Miguel Gustavo Cubillo Salas


Professor - Researcher

Internship Program Director
School of Business Administration
(506) 2550 9057

PhD, University of Valencia, 2011

MBA, Costa Rican Institute of Technology, 2002

BBA, Costa Rican Institute of Technology, 1997

Academic Posts:

Costa Rican Institute of Technology, 2003 - present.

Professional Service:

Category Management & Marketing Management, DEACO\Wal-Mart. 1997-2001.

Member, Research Center of Business Administration, Economy and Management. 2012-present.

Research Areas:

Negotiation, national culture, time pressure, bargaining behavior.

Current Research Projects:

Impact of bargaining behavior on trade negotiation outcomes: A study based on experimental economics.

External variables involved in the negotiation process: a study focused on gender and risk aversion, applied in France and Costa Rica.

Recent and Representative Publications:

Cubillo-Salas, G. & Saorín-Iborra M.C. (2013). The negotiation behavior as a tool to improving results: cases of consumer industry. Proceedings of the " XVIII International Conference on Accounting, Management and Information Technology". México City.

Cubillo-Salas, G.; Saorín-Iborra, M.C. & Pla-Barber, J. (in review). Progress in the characterization of negotiation behavior. European Business Review. Cubillo-Salas, G. & Saorín-Iborra M.C. (2012). Impact of national culture on negotiation tactics. Spain: Spanish Academic Press.

Cubillo-Salas, G. & Saorín-Iborra M.C. (2012). The redemption of competitive negotiation. Proceedings of the "University and Society: Ethics vs. humanism Conference" of ALAFEC. Buenos Aires-Argentina.

Cubillo-Salas, G. & Saorín-Iborra M.C. (2012). The bargaining behavior: A proposal on its characterization and impact over results. Proceedings of the Innovation and Entrepreneurship in Knowledge Industries (GIKA). Valencia-Spain.

Cubillo-Salas, G. & Saorín-Iborra M.C. (2008). The effect of national culture on the negotiation behavior: A proposal for the case of Costa Rica. TEC Empresarial, 2 (2), 35-43.

Special distinction:

Excellent Cum laude, PhD degree, 2011.

Honor Graduate, MBA degree, 2002.

Third highest grade average, MBA degree, 2002.

Associated Keywords:

Negotiation, bargaining, consumer industry, sales, national culture, experimental economics, negotiation behavior.

Edificio D1, Escuela de Administración de Empresas

Sede Campus Tecnológico Central Cartago