GECONTEC: Revista Internacional de Gestión del Conocimiento y la Tecnología. ISSN 2255-5684 Marrero-Ancízar, Y., Ortiz-Torres, M. y Márquez-Sánchez, F. Vol. 6(2). 2018. Profile of Trade Negotiators: Elements for their Characterization Yaimary Marrero Ancízar yaimary@fec.uh.cu Universidad de La Habana Maritza Ortiz Torres maritza@fec.uh.cu Universidad de La Habana Fidel Márquez Sánchez fmarquez@ecotec.edu.ec Universidad ECOTEC ABSTRACT In the area of international trade, the first element to take into account in order to carry out a successful negotiation is the reflection on the relationship between the profile of the entity's negotiator and the culture of the negotiators involved in the process, in order to determine the points of divergence and contact between them. That is why it is essential to determine the set of aspects that characterize the profile of each of the commercial negotiators. Even though in the literature some works can be found that address the elements that must characterize the negotiators, they present a generic approach based fundamentally on the skills that negotiators must possess, but they suffer from an integrating approach that groups aspects such as the formative characteristics and the elements of the individual that condition his performance as a negotiator. This article presents an analysis of the elements that characterize the profile of negotiators and the role played by emotional intelligence in the negotiation process. KEY WORDS: Negotiation, negotiators, negotiator profile, emotional intelligence