La negociación cooperativa: una aproximación al Modelo Harvard de negociación
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Date
2014-09-01
Authors
Parra Sepúlveda, Darío
Authors
Date
2014-09-01
Datos de publicación:
10.7770/RCHDYCP-V3N2-ART374
Keywords
Negociación cooperativa - Modelo Harvard - Resolución de conflictos
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Abstract
En el presente trabajo se pretende dar una descripción genérica
sobre aquellos conceptos básicos que compondrían la denominada teoría
de la negociación cooperativa o también llamada modelo Harvard de negociación,
la cual, en términos simples, plantea que ambas partes negociantes
vean satisfechos sus intereses, aportando una visión que viene a complementar
el modelo clásico de negociación distributiva en el que, por definición,
sólo una de las partes ha de lograr beneficios a raíz de las pérdidas que sufre
la contraria.
The current paper aims to give a generic description about the basic concepts that would compose the cooperative negotiation theory, or also called Harvard negotiation model, which in simple terms states that both negotiating parts get and recognize the satisfaction of an interest, providing a vision that come to complement the classical model of distributable negotiation, in which, by definition, just one of the parts will achieve profits as a result from the losses suffered by the contrary.
The current paper aims to give a generic description about the basic concepts that would compose the cooperative negotiation theory, or also called Harvard negotiation model, which in simple terms states that both negotiating parts get and recognize the satisfaction of an interest, providing a vision that come to complement the classical model of distributable negotiation, in which, by definition, just one of the parts will achieve profits as a result from the losses suffered by the contrary.
Description
Keywords
Negociación cooperativa , Modelo Harvard , Resolución de conflictos
Citation
10.7770/RCHDYCP-V3N2-ART374