A model of negotiation scenarios based on time, relevance andcontrol used to define advantageous positions in a negotiation
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 a...
| Main Authors: | , |
|---|---|
| Format: | Article |
| Language: | English |
| Published: |
Universidad de Guadalajara
2016-04-01
|
| Series: | Mercados y Negocios |
| Subjects: | |
| Online Access: | http://mercadosynegocios.cucea.udg.mx/index.php/MYN/article/view/5401 |
| Summary: | 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. |
|---|---|
| ISSN: | 2594-0163 |