1 / 7

NEGOCIACIÓN NEGOTIATION

NEGOCIACIÓN NEGOTIATION. Conocimiento – Knowledgment Tiempo – Timing. QUÉ ES NEGOCIACIÓN? WHAT IS NEGOTIATION?.

marlie
Download Presentation

NEGOCIACIÓN NEGOTIATION

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript


  1. NEGOCIACIÓN NEGOTIATION Conocimiento – Knowledgment Tiempo – Timing

  2. QUÉ ES NEGOCIACIÓN?WHAT IS NEGOTIATION? • La negociación es un proceso que dos o más partes pueden elegir a fin de tener sus deseos y necesidades atendida. La negociación habitualmente implica el intercambio o comercialización de productos, servicios y / o ideas. • Negotiation is a process two or more parties may choose in order to have their wants and needs met. Negotiation usually involves the exchange or trading of products, services and / or ideas.

  3. ESTILOS DE NEGOCIACIÓN NEGOTIATION STYLES • Competitiva (o agresiva), Colaborativa (o cooperativa), Evasiva, Comprometida, Acomodada (Concesiva). • Competing (or Aggressive), Collaborating (or Cooperative), Avoiding, Compromise, Accommodating (Conceding). GANA – PIERDE / WIN – LOSE GANA – GANA / WIN – WIN Zona de Acuerdo Posible Zone of Possible Agreement (ZoPA) Mejor Alternativa a un Acuerdo Negociado Best Alternative to a Negotiated Agreement (BATNA)

  4. NARANJAS / ORANGE UGLI

  5. William Ury (EUA) & G. Richard Shell (UK) • Harvard Business Essentials - Negotiation by Michael Watkins • The Heart and Mind of the Negotiator by Professor Leigh Thompson • The Global Negotiator - Making, Managing, and Mending Deals around the World in the twenty-first Century by Jeswald W. Salacuse • Negotiating Rationally by Max Bazerman and Margaret Neale • Power and Negotiation by I. William Zartmen & Jeffrey Z. Rubin, Editors

  6. ESTUDIO DE CASO CASE STUDY

More Related