¿Cómo utilizar el proceso de toma de decisiones para alcanzar un buen acuerdo en una negociación?

  1. INMACULADA RODRÍGUEZ ROBLERO 1
  1. 1 Abogada
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Revista Aranzadi Doctrinal

ISSN: 1889-4380

Argitalpen urtea: 2020

Zenbakia: 6

Mota: Artikulua

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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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