ESTILOS DE NEGOCIADORES PREDOMINANTES EM PROFISSIONAIS DE CIÊNCIAS SOCIAIS DE UMA EMPRESA DE ENERGIA

• Ano de defesa: 2008
• Autor(a) principal: David, Maria do Carmo
• Tipo de documento: Dissertação
• Tipo de acesso: Acesso aberto
• Idioma: por
• Instituição de defesa: Programa de Pós-graduação em Sistemas de Gestão; Segurança do Trabalho, Meio-ambiente, Gestão pela Qualidade Total
• Palavras-chave em Português: Gestão; Negociação; Comunicação; Competências; Management; Negotiation; Communication; Skills; CNPQ::ENGENHARIAS::ENGENHARIA DE PRODUCAO
• Link de acesso: https://app.uff.br/riuff/handle/1/17992

The present complexity of the world requires great efforts from business managers, and companies have needed to invest heavily to qualify their managers and employees to deal with this new reality both quickly and effectively. Negotiation skills have become a major factor for organizations to achieve the requirements of market competitiveness, with great impact on their business outcomes. This research proposes and tests the viability to use the Junqueira s model of negotiators style (1998) to identify negotiator styles as a tool to support the knowledge and people management strategy in an organization. This is a descriptive field research of a quantitative and qualitative nature, based on a questionnaire sent to employees of an energy company. The results, presented in tables and graphs, indicated this model can be used to provide technical and methodological support to training programs.