A model of negotiation scenarios based on time, relevance and control used to define advantageous positions in a negotiation
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Redalyc
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| Natura: | Artículo científico |
| Lingua: | en |
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Universidad de Guadalajara
2015
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| _version_ | 1876458146306719744 |
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| author | Omar Guillermo Rojas Altamirano |
| author_facet | Omar Guillermo Rojas Altamirano |
| contents | A model of negotiation scenarios based on time, relevance and control used to define advantageous positions in a negotiation Omar Guillermo Rojas Altamirano Multidisciplinarias (Ciencias Sociales) strategy Negotiation 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. 2015 artículo científico 1665-7039 https://www.redalyc.org/articulo.oa?id=571863944006 en http://www.redalyc.org/revista.oa?id=5718 Mercados y Negocios application/pdf Universidad de Guadalajara Mercados y Negocios (México) Num.2 Vol.16 |
| format | Artículo científico |
| id | redalyc_571863944006 |
| institution | Redalyc |
| language | en |
| publishDate | 2015 |
| publisher | Universidad de Guadalajara |
| spellingShingle | A model of negotiation scenarios based on time, relevance and control used to define advantageous positions in a negotiation Omar Guillermo Rojas Altamirano Multidisciplinarias (Ciencias Sociales) strategy Negotiation A model of negotiation scenarios based on time, relevance and control used to define advantageous positions in a negotiation Omar Guillermo Rojas Altamirano Multidisciplinarias (Ciencias Sociales) strategy Negotiation 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. 2015 artículo científico 1665-7039 https://www.redalyc.org/articulo.oa?id=571863944006 en http://www.redalyc.org/revista.oa?id=5718 Mercados y Negocios application/pdf Universidad de Guadalajara Mercados y Negocios (México) Num.2 Vol.16 |
| title | A model of negotiation scenarios based on time, relevance and control used to define advantageous positions in a negotiation |
| topic | Multidisciplinarias (Ciencias Sociales) strategy Negotiation |
| url | https://www.redalyc.org/articulo.oa?id=571863944006 |