Guide for the execution of negotiations
The negotiation process is made up of several stages, with implementation being considered among the most complex and significant, as it is the moment when the interaction between the negotiating parties is most intense, and in which both parties present their interests and needs. Currently, the spe...
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Universida de Sonora
2018
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oai:http:--epistemus.unison.mx:article-802021-07-29T02:26:30Z Guide for the execution of negotiations GUÍA PARA LA EJECUCIÓN DE NEGOCIACIONES Oropesa Méndez, Daisy negotiation negotiation threads negotiation execution practical guide negociación etapas de la negociación ejecución de la negociación guía práctica The negotiation process is made up of several stages, with implementation being considered among the most complex and significant, as it is the moment when the interaction between the negotiating parties is most intense, and in which both parties present their interests and needs. Currently, the specialized bibliography refers to a series of negotiation models, setting out the objectives to be covered in each of their stages. However, they lack the detail required to guide specialists through the execution stage of the negotiation. For this reason, the objective of this research was to develop a guide setting out the activities to be carried out during the execution stage of a negotiation, as well as the inputs, techniques and tools, and outputs involved in each of these. The work carried out was based fundamentally on the analysis of documentation and the author’s participatory observation of various negotiation processes. The proposal drawn.... El proceso de negociación está compuesto por varias etapas, considerándose la ejecución entre las más complejas y significativa, ya que es el momento que centra con mayor intensidad la interacción entre las partes negociadoras, y en el que ambas exponen sus intereses y necesidades. Actualmente la bibliografía especializada referencia una serie de modelos de negociación, enunciando los objetivos que deben cubrirse en cada una de sus etapas. Sin embargo, adolecen del detalle requerido para guiar a los especialistas durante la etapa de ejecución de la negociación. Es por ello que la presente investigación tuvo como objetivo el desarrollo de una guía que expusiera las actividades a realizar en la etapa de ejecución de una negociación, así como las entradas, técnicas y herramientas, y salidas involucradas en cada una de éstas. El trabajo realizado se basó fundamentalmente en el análisis de documentación y la observación participativa de la autora en diversos.... Universida de Sonora 2018-12-31 info:eu-repo/semantics/article info:eu-repo/semantics/publishedVersion Research Investigación application/pdf https://epistemus.unison.mx/index.php/epistemus/article/view/80 10.36790/epistemus.v12i25.80 EPISTEMUS; Vol. 12 No. 25 (2018): Strategic evaluation methodology applied to diagnoses in information technologies for the achievement of quality and productivity of project-oriented organizations; 15-21 EPISTEMUS; Vol. 12 Núm. 25 (2018): Metodología de evaluación estratégica aplicada a diagnósticos en tecnologías de información para el logro de calidad y productividad de las organizaciones orientadas a proyectos; 15-21 2007-8196 2007-4530 spa https://epistemus.unison.mx/index.php/epistemus/article/view/80/53 https://creativecommons.org/licenses/by-nc-nd/4.0 |
| institution |
Epistemus |
| collection |
OJS |
| language |
spa |
| format |
Online |
| author |
Oropesa Méndez, Daisy |
| spellingShingle |
Oropesa Méndez, Daisy Guide for the execution of negotiations |
| author_facet |
Oropesa Méndez, Daisy |
| author_sort |
Oropesa Méndez, Daisy |
| title |
Guide for the execution of negotiations |
| title_short |
Guide for the execution of negotiations |
| title_full |
Guide for the execution of negotiations |
| title_fullStr |
Guide for the execution of negotiations |
| title_full_unstemmed |
Guide for the execution of negotiations |
| title_sort |
guide for the execution of negotiations |
| description |
The negotiation process is made up of several stages, with implementation being considered among the most complex and significant, as it is the moment when the interaction between the negotiating parties is most intense, and in which both parties present their interests and needs. Currently, the specialized bibliography refers to a series of negotiation models, setting out the objectives to be covered in each of their stages. However, they lack the detail required to guide specialists through the execution stage of the negotiation. For this reason, the objective of this research was to develop a guide setting out the activities to be carried out during the execution stage of a negotiation, as well as the inputs, techniques and tools, and outputs involved in each of these. The work carried out was based fundamentally on the analysis of documentation and the author’s participatory observation of various negotiation processes. The proposal drawn.... |
| publisher |
Universida de Sonora |
| publishDate |
2018 |
| url |
https://epistemus.unison.mx/index.php/epistemus/article/view/80 |
| work_keys_str_mv |
AT oropesamendezdaisy guidefortheexecutionofnegotiations AT oropesamendezdaisy guiaparalaejecuciondenegociaciones |
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1714622230381461504 |
