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

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Bibliographic Details
Published in:Mercados y Negocios 2016-04 (32), p.69-80
Main Authors: Rojas Altamirano, Omar Guillermo, López Hernández, Carlos
Format: Article
Language:English
Subjects:
negotiation
strategy
Online Access:Get full text
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Summary: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.
ISSN:1665-7039
2594-0163
DOI:10.32870/myn.v0i32.5401