IDEAS home Printed from https://ideas.repec.org/a/rge/journl/v6y2018i2p49-60.html
   My bibliography  Save this article

Perfil de los negociadores comerciales: elementos para su caracterizacion

Author

Listed:
  • Yaimary Marrero Ancizar

    (Universidad de La Habana)

  • Maritza Ortiz Torres

    (Universidad de La Habana)

  • Fidel Marquez S'anchez

    (Universidad ECOTEC)

Abstract

En el ambito del comercio internacional, el primer elemento a tener en cuenta para realizar una negociacion exitosa lo constituye la reflexion sobre la relacion existente entre el perfil del negociador de la entidad y la cultura de los negociadores que intervienen en el proceso, con el fin de determinar los puntos de divergencia y de contacto entre ambos. Es por ello que resulta fundamental la determinacion de conjunto de aspectos que caracterizan el perfil de cada uno de los negociadores comerciales. Aun cuando en la literatura pueden encontrarse algunos trabajos que abordan los elementos que deben caracterizar a los negociadores, estos presentan un enfoque generico basado fundamentalmente en las habilidades que deben poseer los mismos, pero adolecen de un enfoque integrador que agrupe aspectos como las caracteristicas formativas y los elementos del individuo que condicionan su desempeno como negociador. En este articulo se presenta un analisis sobre los elementos que caracterizan el perfil de los negociadores y el rol que desempena la inteligencia emocional en el proceso negociador.

Suggested Citation

  • Yaimary Marrero Ancizar & Maritza Ortiz Torres & Fidel Marquez S'anchez, 2018. "Perfil de los negociadores comerciales: elementos para su caracterizacion," Revista Internacional de Gestión del Conocimiento y la Tecnología (GECONTEC), Revista Internacional de Gestión del Conocimiento y la Tecnología (GECONTEC), vol. 6(2), pages 49-60, November.
    • Handle: RePEc:rge:journl:v:6:y:2018:i:2:p:49-60
    DOI: 10.5281/zenodo.7507402
    as

    Download full text from publisher

    File URL: https://doi.org/10.5281/zenodo.7507402
    File Function: full text
    Download Restriction: no
    File URL: https://libkey.io/10.5281/zenodo.7507402?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    More about this item

    Keywords

    Negociacion; Negociadores; Perfil del negociador; Inteligencia emocional;
    All these keywords.

    JEL classification:

    • M1 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration
    • M15 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - IT Management
    • O3 - Economic Development, Innovation, Technological Change, and Growth - - Innovation; Research and Development; Technological Change; Intellectual Property Rights
    • O31 - Economic Development, Innovation, Technological Change, and Growth - - Innovation; Research and Development; Technological Change; Intellectual Property Rights - - - Innovation and Invention: Processes and Incentives
    • O32 - Economic Development, Innovation, Technological Change, and Growth - - Innovation; Research and Development; Technological Change; Intellectual Property Rights - - - Management of Technological Innovation and R&D
    • D8 - Microeconomics - - Information, Knowledge, and Uncertainty
    • D81 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Criteria for Decision-Making under Risk and Uncertainty

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:rge:journl:v:6:y:2018:i:2:p:49-60. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Dr. Luis Camilo Ortigueira Sánchez (email available below). General contact details of provider: https://www.gecontec.org .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.