Negotiation capability : a conceptual model and reference practices
This research studies the topic of negotiation in the business field at a national and international level, and in particular the concept of negotiation capability, understanding that the negotiation processes generally depend on how skillful the negotiators are, not only in one-time negotiation but...
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| Tipo de documento: | tese |
| Data de publicação: | 2016 |
| País: | España |
| Recursos: | Universitat Politècnica de Catalunya (UPC) |
| Repositório: | UPCommons. Portal del coneixement obert de la UPC |
| Idioma: | inglês |
| OAI Identifier: | oai:upcommons.upc.edu:2117/96176 |
| Acesso em linha: | https://hdl.handle.net/2117/96176 https://dx.doi.org/10.5821/dissertation-2117-96176 |
| Access Level: | Acceso aberto |
| Palavra-chave: | Àrees temàtiques de la UPC::Economia i organització d'empreses |
| Resumo: | This research studies the topic of negotiation in the business field at a national and international level, and in particular the concept of negotiation capability, understanding that the negotiation processes generally depend on how skillful the negotiators are, not only in one-time negotiation but mainly in the maintenance of long term business relationships. As a theoretical framework, this thesis adopts a holistic view of the dynamic phenomenon of negotiation by studying the interconnectedness of the concepts emerged from the study: ethics, decision-making, leadership and emotional intelligence. Methodologically, this study employs a mixed method research approach, through a longitudinal perspective, based on a interpretive paradigm and constructivist approach and on the selection of qualitative analysis as well as qualitative data derived from the research method of grounded theory, techniques of observation, interviews, and complemented by the integration of Bibliometrics, as a quantitative method, for increased validity of the research findings. The results of this work offer a model of negotiation capability, which is the main objective of this research. The components of the model are a set of personal values, dimensions and reference practices that support the complex process of building and developing negotiation capability. |
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