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Construir tratos: Cómo la negociación estratégica supera las diferencias de cultura y de poder by Carlos Altschul, Marina Altschul

Construir tratos: Cómo la negociación estratégica supera las diferencias de cultura y de poder

by Carlos Altschul , Marina Altschul
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Book cover type: Paperback
  • ISBN13: 9789506415648
  • Binding: Paperback
  • Subject: N/A
  • Publisher: Ediciones Granica, S.A.
  • Publisher Imprint: Ediciones Granica, S.A.
  • Publication Date:
  • Pages: 330
  • Original Price: USD 17.99
  • Language: Spanish
  • Edition: N/A
  • Item Weight: 440 grams
  • BISAC Subject(s): Management

Ante la creciente conflictividad del entorno, surge la necesidad de compartir las ideas y los instrumentos que contribuyen a establecer relaciones de consideración y confianza, entre partes cuya historia reboza de despropósitos y dislates. Construir tratos brinda conceptos y prescripciones derivados de experiencias recientes en el manejo de conflictos, concertaciones y negociaciones en los países de América latina. Parte de situaciones simples de conflicto, y señala cómo asegurar resultados duraderos, y encuadrar casos complejos, a fin de afianzar el desarrollo de proyectos ambiciosos entre actores con intereses antagónicos. Decanta el aprendizaje reunido en muchos años de trabajo, atendiendo con buena fe situaciones contenciosas y superando malentendidos y encerronas. Sugiere que negociar es administrar una caja negra en la que intervienen cuestiones de poder, de cultura y de comunicaciones. Incluye casos prácticos y ejercitaciones que permiten al autodidacta fortalecer su capacidad negociadora, y materiales que permiten al capacitador desarrollar talleres de formación con casos y prescripciones aplicables en la región estudiada.

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