¿Cómo utilizar el proceso de toma de decisiones para alcanzar un buen acuerdo en una negociación?
- INMACULADA RODRÍGUEZ ROBLERO 1
- 1 Abogada
ISSN: 1889-4380
Año de publicación: 2020
Número: 6
Tipo: Artículo
Otras publicaciones en: Revista Aranzadi Doctrinal
Resumen
The use the DM Process helps parties in a negotiation focus in making the “pie bigger”, building a trustworthy relationship based on justice and confidence. Taking conflict as an opportunity to create conditions to pursue common interests, instead of getting stock in the emotional aspects of a perceived conflict. If we see a negotiation as a decision between our BATNA and a good agreement instead of a conflict that must be resolved, we can make a different and maybe more profitable approach to the facts and elements that we have in hands.
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