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Calor vs Aire: Negotiating at UCM (Team Calor)
Stein, Guido; Mehta, Kandarp; Baschwitz, AlejandroCaso NEG-37-ETecnologías de la informaciónThe case focuses on a multivariable negotiation related to a new heating project to be carried out at a university. Calor is a multinational company that is a European leader in the design and manufacture of heating systems. Aire is a multinational company that is a European leader in the construction of large facilities. The project involves multiple variables and offers an opportunity for a complex but interesting negotiation.Desde 8,20 €
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Automated Negotiation: The support of Artificial Intelligence
Barrachina, Alberto; Mehta, Kandarp; Stein, GuidoNota técnica NEGN-6-EAnálisis de decisiones, Liderazgo y Dirección de personas, Tecnologías de la informaciónThe explosion in new digital technologies and artificial intelligence has had a profound impact on the negotiation process. But in what way have they influenced traditional negotiation and conflict resolution? With respect to digital technologies, Negotiation Support Systems (NSS) have been developed. This support software facilitates communication between negotiators, helping to control factors in the negotiation process and facilitating the val...Desde 8,20 €
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Negotiation and Digitalization: Keys for Closing Agreements Successfully in the Digital Age
Barrachina, Alberto; Stein, Guido; Mehta, KandarpNota técnica NEGN-5-EDirección estratégica, Liderazgo y Dirección de personas, Tecnologías de la informaciónNegotiations can be very different in nature; for example, face-to-face, in a team, multilateral, incorporating significant multicultural elements, and also those in which the new communication technologies play an important part. In companies and other organizations, negotiations are increasingly conducted online . In this technical note, we analyze the types of online communication within the context of the pairing that permeates our lives: spa...Desde 8,20 €