A model of negotiation scenarios based on time, relevance andcontrol used to define advantageous positions in a negotiation

• Autores: Omar Guillermo Rojas Altamirano
• Localización: Mercados y Negocios: Revista de Investigación y y Análisis, ISSN 1665-7039, ISSN-e 2594-0163, Nº. 32 (julio-diciembre), 2015, págs. 69-80
• Idioma: inglés
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• Resumen

  • 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.