{"id":82046,"date":"2000-01-01T00:00:00","date_gmt":"2000-01-01T00:00:00","guid":{"rendered":"https:\/\/www.deberes.net\/tesis\/sin-categoria\/estrategias-e-tacticas-en-negociacao-para-un-modelo-de-eficacia-negocial\/"},"modified":"2000-01-01T00:00:00","modified_gmt":"2000-01-01T00:00:00","slug":"estrategias-e-tacticas-en-negociacao-para-un-modelo-de-eficacia-negocial","status":"publish","type":"post","link":"https:\/\/www.deberes.net\/tesis\/psicologia\/estrategias-e-tacticas-en-negociacao-para-un-modelo-de-eficacia-negocial\/","title":{"rendered":"Estrategias e tacticas en negociacao: para un modelo de eficacia negocial."},"content":{"rendered":"<h2>Tesis doctoral de <strong>  Santos Silva Da Cunha Pedro Fernando <\/strong><\/h2>\n<p>El objetivo central de la tesis es la investigaci\u00f3n de los factores que permiten explicar la eficacia en los procesos de negociaci\u00f3n, poniendo el \u00e9nfasis en tres tipos de variables: conductuales (estrategias y t\u00e1cticas de negociaci\u00f3n), cognitivas y de personalidad. Desde el punto de vista emp\u00edrico, se presentan dos estudios.  el estudio 1 est\u00e1 dedicado a la construcci\u00f3n de un instrumento para medir la \u00abeficacia negociadora\u00bb. Se trata del cen-ii (cuestionario de eficacia negociadora), que tiene su origen en otro instrumento anterior (el cen, de serrano y rodr\u00edguez, 1993), revis\u00e1ndolo en funci\u00f3n de trabajos que se han venido haciendo, ampliando su base conceptual e incorporando elementos de diversos autores no incluidos en la versi\u00f3n original. Se utiliz\u00f3 una amplia muestra de sujetos espa\u00f1oles y portugueses con distinta experiencia en tareas negociadoras. La versi\u00f3n final del cen-ii est\u00e1 formada por 42 items, con una elevada fiabilidad y una validez predictiva muy satisfactoria.  el estudio 2, usando una metodolog\u00eda experimental, est\u00e1 dedicado al an\u00e1lisis de dimensiones asociadas a la eficacia en tareas de negociaci\u00f3n. Se pretende descubrir la relaci\u00f3n entre eficacia y variables sociodemogr\u00e1ficas (sexo, edad, estudios, profesi\u00f3n, tiempo de experiencia negociadora), algunas caracter\u00edsticas de personalidad y variables relacionadas con la misma negociaci\u00f3n (propuesta inicial, distancia entre primera y \u00faltima propuesta nivel de aspiraci\u00f3n, beneficios individuales y conjuntos). As\u00edmismo, se pretende indagar de qu\u00e9 modo se establece la interacci\u00f3n negociadora en funci\u00f3n de la capacidad de los negociadores. Tanto las variables sociodemogr\u00e1ficas (salvo el sexo de los negociadores) como las de personalidad satisfacen plenamente las hip\u00f3tesis planteadas. con relaci\u00f3n a las t\u00e1cticas negociadoras y a las situaciones interactivas los resultados son m\u00e1s complejos; en algunos casos la vinculaci\u00f3n co<\/p>\n<p>&nbsp;<\/p>\n<h3>Datos acad\u00e9micos de la tesis doctoral \u00ab<strong>Estrategias e tacticas en negociacao: para un modelo de eficacia negocial.<\/strong>\u00ab<\/h3>\n<ul>\n<li><strong>T\u00edtulo de la tesis:<\/strong>\u00a0 Estrategias e tacticas en negociacao: para un modelo de eficacia negocial. <\/li>\n<li><strong>Autor:<\/strong>\u00a0  Santos Silva Da Cunha Pedro Fernando <\/li>\n<li><strong>Universidad:<\/strong>\u00a0 Santiago de compostela<\/li>\n<li><strong>Fecha de lectura de la tesis:<\/strong>\u00a0 01\/01\/2000<\/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>Jorge Costa (vocal)<\/li>\n<li>pilar Gonz\u00e1lez l\u00f3pez (vocal)<\/li>\n<li>Alberto enrique de la Torre Garc\u00eda (vocal)<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Tesis doctoral de Santos Silva Da Cunha Pedro Fernando El objetivo central de la tesis es la investigaci\u00f3n de los 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