NEGOTIATING PRACTICES: NEGOTIATORS' ROLE MODELS
DOI:
https://doi.org/10.47820/recima21.v5i1.5466Keywords:
Negotiation. Business practices. Distributive tactics. Integrative tactics.Abstract
In a negotiation, it is necessary to have an argumentative basis in order to achieve a successful result, and it is necessary to know how to question, listen, communicate non-verbally and argue. There are techniques that the negotiator uses to manipulate the objects of the negotiation and tactics, i.e. practical and specific actions that are part of a broader spectrum that converge to take advantage of strategic opportunities, and there are two main types of negotiating tactics: distributive and integrative. A questionnaire survey was administered to a sample of 75 participants working in the commercial and negotiation area. The main results show that the participants, mostly, indicated that they always or often use integrative tactics. They highlight the complexity of negotiation interactions and the need to consider a variety of factors when analysing the strategies adopted by negotiators, which provide useful insights for professionals and researchers interested in understanding and improving negotiation skills in different contexts.
Downloads
References
ÅKERBLAD, L.; SEPPÄNEN-JÄRVELÄ, Ritta et al. Integrative Strategies in Mixed Methods Research. Journal of Mixed Methods Research, v. 1, 2020. DOI:10.1177/1558689820957125. DOI: https://doi.org/10.1177/1558689820957125
CARVALHO, J. Negociação. Lisboa: Edições Sílabo, 2020.
CUNHA, P.; LEITÃO,S. Manual de Gestão Construtiva de Conflitos. [S. l.]: Edições Univ. Fernando Pessoa, 2021.
DÉVÉNYI, M. The Role of Integrative Strategies and Tactics in HR Negotiations. Pécs, Hungary: University of Pécs, Faculty of Business and Economic. 2016.
ECO, U. Como se faz uma tese em Ciências Humanas. Lisboa: Editorial Presença, 2015.
FISCHER, A. H. (Ed.). Gender and emotion: Social psychological perspectives. Cambridge: Cambridge University Press, 2000. DOI: https://doi.org/10.1017/CBO9780511628191
HILL, M.; HILL, A. Investigação por Questionário. Lisboa: Edições Sílabo, 2016.
LOPEZ-FRESNO, P.; SAVOLAINEN, T. Role of Trust in Integrative Negotiations. The Electronic Journal of Knowledge Management, v. 16, 2018.
MAIWALD, A. Power, Negotiation Type and Negotiation Tactics. Netherlands: University of Twente, 2015.
PINTO, R. Perceções sobre as estratégias e táticas mais utilizadas num processo negocial do setor bancário português de concessão de crédito à habitação. Porto: Universidade do Porto, 2021.
SCHWEINBERG, M.; THAU, S.; PILLUTLA, M. Negotiation Impasses: Types, Causes, and Resolutions. Journal of Management, v. 48, n. 1, 2022. DOI:10.1177/01492063211021657. DOI: https://doi.org/10.1177/01492063211021657
ZOHAR, I. The art of negotiation: Leadership skills required for negotiation in time of crisis. Procedia - Social and Behavioral Sciences, v. 209, p. 540-548, 2015. DOI: https://doi.org/10.1016/j.sbspro.2015.11.285
Downloads
Published
How to Cite
Issue
Section
Categories
License
Copyright (c) 2024 RECIMA21 - Revista Científica Multidisciplinar - ISSN 2675-6218
This work is licensed under a Creative Commons Attribution 4.0 International License.
Os direitos autorais dos artigos/resenhas/TCCs publicados pertecem à revista RECIMA21, e seguem o padrão Creative Commons (CC BY 4.0), permitindo a cópia ou reprodução, desde que cite a fonte e respeite os direitos dos autores e contenham menção aos mesmos nos créditos. Toda e qualquer obra publicada na revista, seu conteúdo é de responsabilidade dos autores, cabendo a RECIMA21 apenas ser o veículo de divulgação, seguindo os padrões nacionais e internacionais de publicação.
Clique para ver detalhes 
