Guide for the execution of negotiations
DOI:
https://doi.org/10.36790/epistemus.v12i25.80Keywords:
negotiation, negotiation threads, negotiation execution, practical guideAbstract
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....
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