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|Title:||ESTILOS DE NEGOCIADORES PREDOMINANTES EM PROFISSIONAIS DE CIÊNCIAS SOCIAIS DE UMA EMPRESA DE ENERGIA|
|Keywords:||Gestão; Negociação; Comunicação; Competências; Management; Negotiation; Communication; Skills|
|Abstract:||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.|
|Appears in Collections:||TEDE sem arquivo|
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