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https://hdl.handle.net/20.500.12104/94902| Title: | A model of negotiation scenarios based on time, relevance andcontrol used to define advantageous positions in a negotiation |
| Keywords: | negotiation;strategy |
| Publisher: | Universidad de Guadalajara |
| Description: | 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. |
| URI: | https://hdl.handle.net/20.500.12104/94902 |
| Other Identifiers: | http://mercadosynegocios.cucea.udg.mx/index.php/MYN/article/view/5401 10.32870/myn.v0i32.5401 |
| Appears in Collections: | Revista Mercados y Negocios |
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