Actitudes y comportamienmtos de los sujetos negociadores. Una revisión de la literatura aplicada
- Pol Rojas, Rosmy Tamara
- Palacios Florencio, Beatriz
- Robina Ramírez, Rafael
- García del Junco, Julio
- García Machado, Juan José (coord.)
Publisher: Escuela Superior de Gestión Comercial y Marketing, ESIC
ISBN: 978-84-7356-914-9
Year of publication: 2013
Congress: Asociación Europea de Dirección y Economía de Empresa. Congreso Nacional (27. 2013. Islantilla)
Type: Conference paper
Abstract
In recent years, models, theories and studies on conflict management, have agreed on the importance of motivating paradigm shifts, attitudes and behaviors of the bargaining parties to create a space for collective action. To this effect, negotiation and conflict management have been addressed through interdisciplinary studies including organizational behavior, psychology, sociology, anthropology, economics and game theory. To conduct this work, we turn to a review of 80 studies and research published in prestigious international journals, mainly in the fields of psychology, sociology, organizational behavior and economics that consider aspects related to people, their motivations, emotions, values and behaviors.