Abstract

PAZ, Jorge Ignacio. NEGOCIACIÓN: COMPETENCIA GERENCIAL POR ANTONOMASIA. Rev.EIA.Esc.Ing.Antioq [online]. 2004, n.1, pp.81-98. ISSN 1794-1237.

Conflicts are inherent in human beings. Conflicts occur when people interact and have opposing viewpoints that they sustain and defend. The right management decisions come from the creativity spurred by a disagreement. Negotiating is to redefine an issue in order to generate the best option that satisfies the interests of all parties, thus obtaining commitments to an agreement that the parties involved can maintain. Inside the new conception of management as the source of knowledge to generate results, the ability to negotiate conflicts has been acquiring high importance, essentially because it constitutes the fundamental tool for conflict resolution and for settling down durable relationships.

Keywords : Conflict; negotiation; problem.

        · abstract in Spanish     · text in Spanish     · Spanish ( pdf )