UNIVERSIDAD POLITÉCNICA SALESIANA

NEGOCIACIÓN

Integrantes:
Celeste Cueva
Cinthia Sanmartín
Jennifer Santos
Leticia Tsenkush

Tema:
Negotiation Styles and Techniques - BATNA / Positional Bargaining - Sample Role Play

Carrera de Contabilidad y Auditoría, Universidad Politécnica Salesiana

La correspondencia relacionada con la investigación debe ser dirigida a la
Eco.Gliceria Petrona Gómez Ceballos
Universidad Politécnica Salesiana
Cuenca
2019-2019
 NEGOTIATION STYLES AND TECHNIQUES - BATNA / POSITIONAL
BARGAINING - SAMPLE ROLE PLAY

The purpose of the negotiation is to reach an agreement by means of interviews and dialogues
where each party is suppressing its point of view.
Negotiation is the means of resolving the countless conflicts of interest between individuals
or groups of individuals, it is negotiated to resolve conflicts of interest.
Negotiating is summarized in adopting and then abandoning a number of positions
successively.
The effective negotiation is the one that makes it possible to reach solutions, since both sides
win.
TOOLS

To carry out a negotiation we must know the most important tools to be able to have an
agreement that meets the needs of both parties.
Tools that help in a negotiation:
 It is important to define our best alternative to negotiate agreement. (BATNA).
 Set an alarm signal.
 Search for alternative solution.
 Have a zone of possible agreement. (HR4FREE , 2011 - 2016)
ROLE PLAY

Through roe plays we can obtain solutions to be able to seder in the face of conflict.
Be the example used:
 It will be possible to identify the negotiation processes.
 DIRTY NEGOTIATION TACTICS

Finally, we would like to draw your attention on certain "dirty" negotiation tactics that are
sometimes used to destabilize the other side:

making threats and

other aggressive
behaviors

raising the stakes.

Rupture.
creating uncertainty and using it to
hint at a probable outcome

persuasion et argumentation.
Seduction.

Accommodation.

making successive
offers and counter-
offers

Exploiting
interpersonal
relations.
Bibliografía

HR4FREE . (2011 - 2016). Obtenido de http://hr4free.com/en/Negotiation-

Techniques/Interest-Based-Positional-Bargaining-BATNA-Sample-Role-Play