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NEGOCIACIÓN NEGOTIATION

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

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NEGOCIACIÓN NEGOTIATION

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  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

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