Negociación basada en indicadores comerciales. Caso de estudio de una empresa multinacional del sector de fórmulas infantiles

Palabras clave: rganizaciones, gestión del conocimiento, liderazgo, modelos de negociación, competitividad, estrategia.

Resumen

El proceso de negociación en algunas empresas, al desarrollarlo se convierte dependiendo de la empresa, en un elemento que hace parte de la cultura organizacional, en un rasgo distintivo. Esta investigación tuvo como objetivo, diseñar un modelo de negociación basado en indicadores comerciales que permitieron potencializar las estrategias de una empresa en términos de liderazgo. En esta investigación descriptiva, el caso de estudio fue una empresa multinacional del sector de fórmulas infantiles (MFI), donde se utilizaron métodos cualitativos para analizar encuestas de liderazgo, históricos de ventas, indicadores comerciales y de desempeño. Aunque en los referentes teóricos se identificaron diferentes modelos de negociación existentes, en esta investigación se concluyó que es necesario desarrollar de manera colaborativa el método a utilizar, dado que al ser conocido por todos los integrantes del equipo desde la reflexión y la acción, puede convertirse en un procedimiento establecido para ser parte de la cultura organizacional.

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Biografía del autor/a

Carlos Hernán Gonzalez-Campo, Universidad del Valle
Profesor Tiempo Completo Facultad de Ciencias de la Administración Doctor en Administración PhD Magister en Ciencias de la Organización Economista
Alexander Patiño-Serrano, Universidad del Valle
Magister en Administración Universidad del Valle
Janeth Buitrago-Botina, Universidad del Valle
Magister en Administración Universidad del Valle

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Publicado
2019-12-30
Cómo citar
Gonzalez-Campo, C. H., Patiño-Serrano, A., & Buitrago-Botina, J. (2019). Negociación basada en indicadores comerciales. Caso de estudio de una empresa multinacional del sector de fórmulas infantiles. Informador Técnico, 84(1), 78-99. https://doi.org/10.23850/22565035.2237
Sección
Artículo de Investigación