Negotiation capability: a conceptual model and reference practices
- Autores: Heloisa María Da Apresentaçao Oliveira
- Directores de la Tesis: Edna Rocío Bravo Ibarra (dir. tes.), Miquel Subirachs i Torné (dir. tes.)
- Lectura: En la Universitat Politècnica de Catalunya (UPC) ( España ) en 2016
- Idioma: inglés
- Tribunal Calificador de la Tesis: José María Viedma Martí (presid.), José María Sallán Leyes (secret.), Maria do Rosário Meireles Ferreira Cabrita (voc.)
- Materias:
- Enlaces
- Tesis en acceso abierto en: TDX
- Resumen
This research studies the topic of negotiation in the business field at a national and international level, and in particular the concept of negotiation capability, understanding that the negotiation processes generally depend on how skillful the negotiators are, not only in one-time negotiation but mainly in the maintenance of long term business relationships. As a theoretical framework, this thesis adopts a holistic view of the dynamic phenomenon of negotiation by studying the interconnectedness of the concepts emerged from the study: ethics, decision-making, leadership and emotional intelligence. Methodologically, this study employs a mixed method research approach, through a longitudinal perspective, based on a interpretive paradigm and constructivist approach and on the selection of qualitative analysis as well as qualitative data derived from the research method of grounded theory, techniques of observation, interviews, and complemented by the integration of Bibliometrics, as a quantitative method, for increased validity of the research findings. The results of this work offer a model of negotiation capability, which is the main objective of this research. The components of the model are a set of personal values, dimensions and reference practices that support the complex process of building and developing negotiation capability.
