Citas bibligráficas
Huillcas, V., Alberca, M. (2022). Eficacia de las estrategias de negociación en las organizaciones [Trabajo de Suficiencia Profesional, Universidad Peruana de Ciencias Aplicadas (UPC)]. http://hdl.handle.net/10757/668054
Huillcas, V., Alberca, M. Eficacia de las estrategias de negociación en las organizaciones [Trabajo de Suficiencia Profesional]. PE: Universidad Peruana de Ciencias Aplicadas (UPC); 2022. http://hdl.handle.net/10757/668054
@misc{sunedu/3413260,
title = "Eficacia de las estrategias de negociación en las organizaciones",
author = "Alberca Cano, Milagros",
publisher = "Universidad Peruana de Ciencias Aplicadas (UPC)",
year = "2022"
}
The purpose of this article is to present the different perspectives of the authors regarding the effectiveness of negotiation strategies in organizations. It also explains how these lead to successful negotiations. Through the documentary review of different academic articles, the perspectives in favor and against the various negotiation styles applied in organizations. these postures contribute to describe how the choice of distributive or collaborative strategies affects the achievement of results; to identify which are the negotiation styles and their effects; explain the impact of culture on the negotiation process; finally, identify what are the benefits of the Harvard Method for conflict resolution. Throughout this study, many positions were found that corroborate that the implementation of the strategies and styles mentioned leads to effective negotiations; in Consequently, they make it possible to achieve successful results. Which would not be possible if you choose by improvisation or do without them. Indeed, the proposed strategies are useful for entrepreneurs, university students and academics interested in expanding their knowledge and strengthening their negotiation skills. However, it is necessary to point out that research is still required to facilitate the importance of identifying when to use the negotiation strategies in diverse national and international organizations.
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