Informador Técnico
ISSN: 2256-5035 (Electrónico)
ISSN: 0122-056X (Impreso)
Formato: Electrónico / Acceso Abierto
Frecuencia: Números Semestrales
Revisión por Pares: Doble Ciego
Palabras clave
organizations
knowledge management
leadership
negotiation model
competitiveness
strategy rganizaciones
gestión del conocimiento
liderazgo
modelos de negociación
competitividad
estrategia.
knowledge management
leadership
negotiation model
competitiveness
strategy rganizaciones
gestión del conocimiento
liderazgo
modelos de negociación
competitividad
estrategia.
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
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.
Citas
Battley, Susan (2012). 360-Degree Feedbackand Executive Coaching. The Oxford Handbook of Lifelong Learning. https://doi.org/10.1093/oxfordhb/9780195390483.013.0079
Baxter, Pamela; Jack, Susan (2008). Qualitative case study methodology: Study design and implementation for novice researchers. The qualitative report, 13(4), 544-559.
Blake R.; Mouton J. (1964). The Managerial Grid, the Key to Leadership Excellence. Houston, TX: Gulf Publishing Company.
Bracken, David; Timmreck, Carol; Fleenor, John; Summers, Lynn (2001). 360 Feedback from another angle. Human Resource Management, 40(1), 3-20. https://doi.org/10.1002/hrm.4012
Bracken, David; Rose, Dale (2011). When Does 360-Degree Feedback Create Behavior Change? And How Would We Know It When It Does? Journal of Business and Psychology, 26, 183-192. https://doi.org/10.1007/s10869-011-9218-5
Buchko, Aaron (2007) The effect of leadership on values-based management. Leadership and Organization Development Journal, 28(1), 36-50. https://doi.org/10.1108/01437730710718236
Cakravastia, Andi; Nakamura, Nobuto (2002). Model for negotiating the price and due date for a single order with multiple suppliers in a make-to-order environment. International Journal of Production Research, 40(14), 3425-3440. https://doi.org/10.1080/00207540210147007
Calhoun-Wells, John; Liebman, Wilma (1996). New models of negotiation, dispute resolution, and joint problem solving. Negotiation Journal, 12(2), 119. https://doi.org/10.1111/j.1571-9979.1996.tb00085.x
Cellich, Claude (1998). Importancia de las dotes de comunicación en la negociación. Informador Técnico, 58, 46-52. https://doi.org/10.23850/22565035.1093
Cohen, Herb (1980). Todo es negociable. Barcelona, España: Planeta, Ed.
Coleman, Peter; Lim, Ying (2001). A systematic approach to evaluating the effects of collaborative negotiation training on individuals and groups. Negotiation Journal, 17, 363-387. https://doi.org/10.1111/j.1571-9979.2001.tb00246.x
Corbi, Alberto; Lejarreta-Errasti, Iratxe; Burgos, Daniel (2019). A Scalable Approach for 360° Feedback in Cooperative Learning. IEEE Access, 7, 9105-9115. https://doi.org/10.1109/ACCESS.2018.2887272
Densten, Iain (2006). Negotiating extra effort through contingent rewards. Leadership and Organization Development Journal, 27(1), 38-49. https://doi.org/10.1108/01437730610641359
Fassina, Neil; Whyte, Glen (2014). “I am Disgusted by Your Proposal”: The Effects of a Strategic Flinch in Negotiations. Group Decision and Negotiation, 23(4), 901-920. https://doi.org/10.1007/s10726-013-9360-8
Fisher, Roger; Ury, William; Patton, Bruce (2011). Obtenga el si. El arte de negociar sin ceder. Bogotá, Colombia: Editorial Norma S.A.
Gunia, Brian (2017). To move or to wait? Everything you need to know about making the first offer. Business Horizons, 60(1), 15-18. https://doi.org/10.1016/j.bushor.2016.09.006
Hofstede, Gert; Jonker, Catholijn; Verwaart, Tim (2012). Cultural differentiation of negotiating agents. Group Decision and Negotiation, 21(1), 79-98. https://doi.org/10.1007/s10726-010-9190-x
Jang, Daisung; Elfenbein, Hillary; Bottom, William (2018). More than a phase: Form and features of a general theory of negotiation. Academy of Management Annals, 12(1), 318-356. https://doi.org/10.5465/annals.2016.0053
Jeive, Michael; Saner, Raymond (2019). Negotiating international strategic alliances: Success and failures - Some closing thoughts. European Journal of International Management, 13(5), 700-708. https://doi.org/10.1504/EJIM.2019.102007
Jochemczyk, Lukasz; Nowak, Andrzej (2010). Constructing a Network of Shared Agreement: A Model of Communication Processes in Negotiations. Group Decision and Negotiation, 19(6), 591-620. https://doi.org/10.1007/s10726-009-9165-y
Johansson, Karl; Elgström, Ole; Kimanzu, Ngolia; Nylund, Jan; Persson, Reidar (2010). Trends in Development Aid, Negotiation Processes and NGO Policy Change. Voluntas: International Journal of Voluntary and Nonprofit Organizations, 21(3), 371-392. https://doi.org/10.1007/s11266-010-9131-y
Kolb, Deborah (2009). Too bad for the women or does it have to be? Gender and negotiation research over the past twenty-five years. Negotiation Journal, 25(4), 515-531. https://doi.org/10.1111/j.1571-9979.2009.00242.x
Kothari, C. R. (2004). Research methodology: Methods and techniques. New Age International Pvt Ltd Publishers.
Kuhn, Peter; Gu, Wulong (1999). Learning in sequential wage negotiations: Theory and evidence. Journal of Labor Economics, 17(1), 109-140. https://doi.org/10.1086/209915
Longenecker, Clinton; Ragland, Charles; Mallin, Michael (2014) Developing high performance sales managers: Key practices for accelerating growth. Development and Learning in Organizations, 28 (2), pp. 10-13. https://doi.org/10.1108/DLO-07-2013-0037
Ma, Z. (2007). Conflict management styles as indicators of behavioral pattern in business. International Journal of Conflict, 18(3) 260-279. https://doi.org/10.1108/10444060710825990
Ma, Zhenzhong; Dong, Weiwei; Wu, Jie; Liang, Dapeng; Yin, Xiaopeng (2015). Confucian Ideal Personality and Chinese Business Negotiation Styles: An Indigenous Perspective. Group Decision and Negotiation, 24(3), 383-400. https://doi.org/10.1007/s10726-014-9394-6
Malaret, Juan (2007). Negociación en Acción. Madrid, España: Diaz de Santos.
Malaret, Juan (2011). Negociación en acción. El Proceso 360. Madrid, España: Diaz de Santos.
Marshall, Alasdair; Ashleigh, Melanie; Baden, Denise; Ojiako, Udechukwu; Guidi, Marco (2015) Corporate Psychopathy: Can ‘Search and Destroy’ and ‘Hearts and Minds’ Military Metaphors Inspire HRM Solutions? Journal of Business Ethics, 128, 495-504. https://doi.org/10.1007/s10551-014-2117-8
Mislin, Alexandra; Campagna, Rachel; Bottom, William (2011). After the deal: Talk, trust building and the implementation of negotiated agreements. Organizational Behavior and Human Decision Processes, 115(1), 55-68. https://doi.org/10.1016/j.obhdp.2011.01.002
Munduate, L.; Medina, F. J. (2011). Gestión del Conflicto, Negociación y Mediación. (4 edición), Madrid, España: Pirámide
Parola, Heather; Ellis, Kimberly (2013). M&A negotiation stage: A review and future research directions. Advances in Mergers and Acquisitions, 12, 33-57. https://doi.org/10.1108/S1479-361X(2013)0000012005
Pérez-Hernández, Fernando (2003). Tópica de la negociación. Cuadernos de Información y Comunicación, 8, 17-38.
Putnam, Linda; Jones, Tricia (1982). The role of communication in bargaining. Human Communications Research, 8(3), 262-280. https://doi.org/10.1111/j.1468-2958.1982.tb00668.x
Ribbink, Dina; Grimm, Curtis (2014). The impact of cultural differences on buyer-supplier negotiations: An experimental study. Journal of Operations Management, 32(3), pp. 114-126. https://doi.org/10.1016/j.jom.2014.01.004
Román, Sergio; Ruíz, Salvador (2003). A comparative analysis of sales training in Europe: Implications for. International Marketing Review, 20(3), 304-327. https://doi.org/10.1108/02651330310477611
Rowe, Mary (2015). Negotiations Theory and Ombuds Practice. Negotiation Journal, 31(4), 419-423. https://doi.org/10.1111/nejo.12119
Sakabani, Bassam (2013). Las negociaciones en el mundo. San Vicente, España: ECU.
Salacuse, Jeswald (2016). The Effect of Advice on Negotiations: How Advisors Influence What Negotiators Do. Negotiation Journal, 32(2), 103-125. https://doi.org/10.1111/nejo.12150
Sandvik, Alexander; Croucher, Richard; Gooderham, Paul (2019). Negotiation and the alignment of knowledge workers with organisational goals. European Journal of International Management, 13(1), 69-87. https://doi.org/10.1504/EJIM.2019.096503
Shipper, Frank (2009). Investigating the sustainability of a sustained 360 process. Academy of Management, 2009(1). https://doi.org/10.5465/ambpp.2009.44265101
Shipper, Frank; Hoffman, Richard; Rotondo, Denise (2007). Does the 360 feedback process create actionable knowledge equally across cultures? Academy of Management Learning and Education, 6(1), 33-50. https://doi.org/10.5465/amle.2007.24401701
Sofer, I., Sarne, D. & Hassidim, A. (2016) Negotiation in exploration-based environment, Autonomous Agents and Multi-Agent Systems, 30(4), pp. 724-764. https://doi.org/10.1007/s10458-015-9303-7
Tanehashi, Amadeo (2010). Factores culturales y negocios en Japón. Información Comercial Española, ICE: Revista de economía, 586, 79-88.
Watkins, Michael (1999). Negotiating in a complex world. Negotiation Journal, 15, 229-244. https://doi.org/10.1111/j.1571-9979.1999.tb00195.x
Wilson, Elizabeth; Thompson, Leigh (2014). Creativity and negotiation research: The integrative potential. International Journal of Conflict Management, 25(4), 359-386. https://doi.org/10.1108/IJCMA-05-2014-0033
Yin, Robert (2003). Case Study Research: Design and Methods. Thousand Oaks, California: Sage.
Esta obra está bajo una licencia internacional Creative Commons Atribución-NoComercial-SinDerivadas 4.0.
Derechos de autor 2019 Servicio Nacional de Aprendizaje (SENA)
Descargas
Los datos de descargas todavía no están disponibles.
