Diseño de un procedimiento para la formación de negociadores en la unidad básica inmobiliaria Almest Topes de Collantes
Archivos
Fecha
2008-07-24
Autores
Taset Santín, Ailién
Carrera Mendoza, Alina del Carmen
Título de la revista
ISSN de la revista
Título del volumen
Editor
Universidad Central "Marta Abreu" de las Villas
Resumen
El trabajo se desarrolló a petición de la Unidad Básica Inmobiliaria ALMEST Topes de
Collantes teniendo como finalidad la elaboración de un Procedimiento para la formación
y entrenamiento de negociadores. Se fundamenta la necesidad de lograr el
entrenamiento del personal que frecuentemente efectúa negociaciones y de ésta forma
lograr mayor efectividad en la firma de acuerdos comerciales. Se demuestra además
que, teniendo en cuenta las condiciones en las cuales se desarrolla el trabajo, las
características de la entidad estudiada y la posibilidad de su repercusión en la
economía cubana, se presenta como una alternativa para un desarrollo futuro. Por la
importancia y necesidad de contribuir a negociar con certidumbre, en estos tiempos,
ayudar a resolver problemas y obtener beneficios se diagnostica las necesidades de
formación y se elabora la propuesta de procedimiento a partir de la aplicación de
cuestionarios a trabajadores y directivos de la unidad, llegando a lograr aportes
considerables en la negociación de esta entidad sin precedentes.
The current work developed as a request of the enterprise Unidad Básica Inmoviliaria ALMEST Topes de Collantes, having as a main goal the creation of a guide of procedures for the formation and training of negotiators. It was based on the necessity to achieve the personal training required who's lack frequently affects negotiations and to help with it's achievement to better the effectiveness on the signing up of commercial agreements. It's also been demonstrated that, taking into account the conditions under which this work was developed, the characteristics of the enterprise that was studied and the possible repercussion on the Cuban Economy, it constitutes an alternative for the future development. Nowadays due to the importance and the necessity to contribute to negotiate with certitude, help to solve problems and obtain benefits out of it, the necessities of the formation of the negotiator is being diagnosed and the guide of procedures detailed, based on surveys that were answered by workers and managers of the enterprise, having achieved successfully as a result, considerable contributions to the process of negotiation with no antecedents in this enterprise.
The current work developed as a request of the enterprise Unidad Básica Inmoviliaria ALMEST Topes de Collantes, having as a main goal the creation of a guide of procedures for the formation and training of negotiators. It was based on the necessity to achieve the personal training required who's lack frequently affects negotiations and to help with it's achievement to better the effectiveness on the signing up of commercial agreements. It's also been demonstrated that, taking into account the conditions under which this work was developed, the characteristics of the enterprise that was studied and the possible repercussion on the Cuban Economy, it constitutes an alternative for the future development. Nowadays due to the importance and the necessity to contribute to negotiate with certitude, help to solve problems and obtain benefits out of it, the necessities of the formation of the negotiator is being diagnosed and the guide of procedures detailed, based on surveys that were answered by workers and managers of the enterprise, having achieved successfully as a result, considerable contributions to the process of negotiation with no antecedents in this enterprise.
Descripción
Palabras clave
Economía, Negociación, Negotiating, Comercio, Unidad Básica Inmobiliaria ALMEST