Bibliographic citations
Macedo, C., Romero, V., Vásquez, E. (2016). La comunicación como elemento sustancial en el proceso de negociación de teleatento del Perú SAC. Dos casos de estudio: Alicorp y el Banco Financiero del Perú. Desafíos y opciones [Trabajo de suficiencia profesional, Universidad Peruana de Ciencias Aplicadas (UPC)]. http://hdl.handle.net/10757/621507
Macedo, C., Romero, V., Vásquez, E. La comunicación como elemento sustancial en el proceso de negociación de teleatento del Perú SAC. Dos casos de estudio: Alicorp y el Banco Financiero del Perú. Desafíos y opciones [Trabajo de suficiencia profesional]. PE: Universidad Peruana de Ciencias Aplicadas (UPC); 2016. http://hdl.handle.net/10757/621507
@misc{renati/365285,
title = "La comunicación como elemento sustancial en el proceso de negociación de teleatento del Perú SAC. Dos casos de estudio: Alicorp y el Banco Financiero del Perú. Desafíos y opciones",
author = "Vásquez Chang, Eduardo André",
publisher = "Universidad Peruana de Ciencias Aplicadas (UPC)",
year = "2016"
}
In this work we seek to identify and analyze the impact of the communication in Teleatento del Perú SAC negotiations with its clients in order to know the way they communicate each other, under what criteria they are developed, as well as the problems that can be showen during this process. To do this, the qualitative research method was used, where a survey was applied to the manager and head of the commercial area of the company to know how they conduct their negotiations, in order to analyze the results and propose alternatives for improvement if would it be possible. We also used bibliographical and online sources that supported this study and provided tools to have a better picture. With all of this, it was identified that the company negotiates based on its experience and the needs of its clients, which is not optimal, taking into account the complexity of its client portfolio. For this reason, it’s important to have guidelines that allow the management of the communication to carry out the negotiations and structure the process of the same, to make an exhaustive investigation prior, to set the objectives of the parties, to take into account the forms of communication verbal and non-verbal aspects that are key during the process, as well as having specialized personnel in the topics to be dealt with in order to avoid problems in the negotiations, if it is necessary, to propose mutually beneficial improvement alternatives to close successful agreements and maintain future relations.
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