A model of negotiation scenarios based on time, relevance andcontrol used to define advantageous positions in a negotiation

Autores/as

  • Omar Guillermo Rojas Altamirano Universidad Panamericana
  • Carlos López Hernández Universidad Panamericana

DOI:

https://doi.org/10.32870/myn.v0i32.5401

Palabras clave:

negotiation, strategy

Resumen

Models that apply to negotiation are based on different perspectives that range from the relationship between the actors, game theory or the steps in a procedure. This research proposes a model of negotiation scenarios that considers three factors (time, relevance and control), which are displayed as the most important in a negotiation. These factors interact with each other and create different scenarios for each of the actors involved in a negotiation. The proposed model not only facilitates the creation of a negotiation strategy but also an ideal choice of effective tactics. 

Citas

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Publicado

2016-04-06

Cómo citar

Rojas Altamirano, O. G., & López Hernández, C. (2016). A model of negotiation scenarios based on time, relevance andcontrol used to define advantageous positions in a negotiation. Mercados Y Negocios, (32), 69–80. https://doi.org/10.32870/myn.v0i32.5401