Negotiation: The Process of Solving Problems and Creating Value. Principles (Portuguese Version, Brazil)

Description

Negotiation, one way or another, is part and parcel of an executive's job. The term "negotiation" is usually associated with weighty issues such as collective bargaining agreements or buying and selling companies. However, the same kind of process also occurs in executives' everyday interactions with people both inside and outside of their organizations. Although executives cannot impose their own criteria on the latter, enlisting their cooperation is vital. The purpose of this article is to lay the groundwork for a better understanding of the negotiation process by providing a conceptual framework based on a series of principles that can be used as points of reference when preparing for a negotiation, during the negotiation process and especially when debriefing after it. The overarching purpose is the continued improvement of a skill that presents endless potential for development.

Related Documents

• Negotiation: The Process Of Solving Problems And Creating Value. Process
• Negociación: Proceso de resolución de problemas y de creación de valor. Proceso

Keywords

Interpersonal relationships Management Negotiation Working relationships