{"id":5356,"date":"1995-01-01T00:00:00","date_gmt":"1995-01-01T00:00:00","guid":{"rendered":"https:\/\/www.deberes.net\/tesis\/1995\/01\/01\/la-eficacia-en-los-procesos-de-negociacion-caracteristicas-y-determinantes-individuales\/"},"modified":"1995-01-01T00:00:00","modified_gmt":"1995-01-01T00:00:00","slug":"la-eficacia-en-los-procesos-de-negociacion-caracteristicas-y-determinantes-individuales","status":"publish","type":"post","link":"https:\/\/www.deberes.net\/tesis\/psicologia\/la-eficacia-en-los-procesos-de-negociacion-caracteristicas-y-determinantes-individuales\/","title":{"rendered":"La eficacia en los procesos de negociacion: caracteristicas y determinantes individuales."},"content":{"rendered":"<h2>Tesis doctoral de <strong>  Carames Balo Rosa Elena <\/strong><\/h2>\n<p>El modelo de la eficacia negociadora parte de que la mayoria de las negociaciones tiene un potencial integrativo, es decir, que no todas las partes implicadas poseen exactamente los mismos intereses con identica necesidad. Para encontrar ese potencial integrador es necesario que los negociadores hagan un manejo adecuado, controlado y secuencial de la informacion y que sepan construir y consolidar la confianza interpersonal necesaria que posibilite el acuerdo (mastenbroek, 1989).  las caracteristicas personales que propician la eficacia negociadora de los sujetos son un elevado motivo de poder, una alta asertividad, un elevado motivo de afiliacion, una buena capacidad de razonamiento abstracto y una tendencia hacia la conciliacion. La experiencia en procesos de negociacion tambien facilitan la eficacia negociadora. Cuando los sujetos no poseen experiencia negociadora, tambien son variables personales facilitadoras de la eficacia negociadora un elevado motivo de logor, una alta autoestima y un elevado nivel de dominancia. Los negociadores mas eficaces tambien son mas argumentativos y utilizan su capacidad de seduccion verbal para persuadir a sus oponentes.<\/p>\n<p>&nbsp;<\/p>\n<h3>Datos acad\u00e9micos de la tesis doctoral \u00ab<strong>La eficacia en los procesos de negociacion: caracteristicas y determinantes individuales.<\/strong>\u00ab<\/h3>\n<ul>\n<li><strong>T\u00edtulo de la tesis:<\/strong>\u00a0 La eficacia en los procesos de negociacion: caracteristicas y determinantes individuales. <\/li>\n<li><strong>Autor:<\/strong>\u00a0  Carames Balo Rosa Elena <\/li>\n<li><strong>Universidad:<\/strong>\u00a0 Santiago de compostela<\/li>\n<li><strong>Fecha de lectura de la tesis:<\/strong>\u00a0 01\/01\/1995<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h3>Direcci\u00f3n y tribunal<\/h3>\n<ul>\n<li><strong>Director de la tesis<\/strong>\n<ul>\n<li>Gonzalo Serrano Mart\u00ednez<\/li>\n<\/ul>\n<\/li>\n<li><strong>Tribunal<\/strong>\n<ul>\n<li>Presidente del tribunal: Jorge Sobral Fern\u00e1ndez <\/li>\n<li>Constantino Arce Fernandez (vocal)<\/li>\n<li>\u00e1ngel Rodr\u00edguez Gonz\u00e1lez (vocal)<\/li>\n<li>Damaso Rodriguez Fernandez (vocal)<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Tesis doctoral de Carames Balo Rosa Elena El modelo de la eficacia negociadora parte de que la mayoria de las [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center 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