Negociación, inteligencia y persuasión

By Stein, Guido / Badillo, Salva / Zelaya, Lucía

Negotiation

Este documento explora cómo la negociación ha evolucionado de un enfrentamiento basado en la fuerza a un proceso estratégico donde el lenguaje, la psicología y la inteligencia emocional desempeñan un papel clave. Analiza las técnicas y los principios utilizados en negociaciones críticas, desde situaciones con rehenes hasta el ámbito empresarial y diplomático.

Collection: IESE (España)

Ref: NEGN-9

Format: PDF

Number of pages: 10

Publication Date: Mar 20, 2025

Language: Spanish, English

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Negociación, inteligencia y persuasión

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Negociación, inteligencia y persuasión

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