Diseño de un procedimiento para la formación de negociadores en la Fábrica de Cemento Siguaney
Archivos
Fecha
2008-07-24
Autores
Martínez Fernandez, Sulanny
Rodríguez Ibarra, Yusleiquy
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ISSN de la revista
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Editor
Universidad Central “Marta Abreu” de Las Villas
Resumen
La presente investigación se realizó a petición de la Fábrica de Cemento
Siguaney con el objetivo de elaborar un Procedimiento para la formación y
entrenamiento de sus negociadores. Se sustenta en la necesidad de adquirir
una mayor capacitación del personal que usualmente realiza las
negociaciones, para alcanzar una mayor efectividad en las actividades
comerciales. Debido a que se tiene en cuenta el entorno en que se desarrolla
el trabajo, las particularidades que posee la empresa -donde se señala como
principal debilidad del personal-, la falta de habilidades de negociación para
enfrentar contextos relacionales y los posibles efectos que pudiera tener en la
economía cubana, se hace necesaria la propuesta del procedimiento como
una alternativa para un desarrollo futuro exitoso. Además, por la necesidad
que existe de negociar en condiciones de certeza, de solucionar problemas y
de obtener beneficios se diagnostican las necesidades de formación y se
diseña la propuesta de procedimiento a partir de la aplicación de encuestas,
entrevistas y cuestionarios a trabajadores y directivos de la entidad,
obteniendo notables aportes en desarrollo del proceso negociador de la
fábrica.
The present investigation was carried out at the request of the Factory of Cement Siguaney with the objective of elaborating a Procedure for the formation and its negotiators' training. It is sustained in the necessity of acquiring the personnel's bigger training that usually carries out the negotiations, to reach a bigger effectiveness in the commercial activities. Because one keeps in mind the environment in that the work is developed, the particularities that it possesses the company - where it is pointed out as the personnel's main weakness -, the lack of negotiation abilities to face contexts relates them and the possible effects that he/she could have in the Cuban economy, become necessary the proposal of the procedure like an alternative for a successful future development. Also, for the necessity that exists of negotiating under conditions of certainty, of solving problems and of obtaining benefits the formation necessities they are diagnosed and the procedure proposal is designed starting from the application of surveys, interviews and questionnaires to workers and directive of the entity, obtaining notables contributions in development of the negotiating process of the factory.
The present investigation was carried out at the request of the Factory of Cement Siguaney with the objective of elaborating a Procedure for the formation and its negotiators' training. It is sustained in the necessity of acquiring the personnel's bigger training that usually carries out the negotiations, to reach a bigger effectiveness in the commercial activities. Because one keeps in mind the environment in that the work is developed, the particularities that it possesses the company - where it is pointed out as the personnel's main weakness -, the lack of negotiation abilities to face contexts relates them and the possible effects that he/she could have in the Cuban economy, become necessary the proposal of the procedure like an alternative for a successful future development. Also, for the necessity that exists of negotiating under conditions of certainty, of solving problems and of obtaining benefits the formation necessities they are diagnosed and the procedure proposal is designed starting from the application of surveys, interviews and questionnaires to workers and directive of the entity, obtaining notables contributions in development of the negotiating process of the factory.
Descripción
Palabras clave
Negociación, Procedimiento, Fábrica de Cemento Siguaney