Negociación y el manejo de riesgos
DOI:
https://doi.org/10.7146/hjlcb.v21i41.96817Abstract
The article defends the position that it is the construction of interpersonal relations that determines the zone of possible agreements in a negotiation rather than ‘economic’ considerations. It is assumed that negotiation is a communicative activity that implies risk and that to be able to initiate negotiations it is a precondition that a certain degree of trust has been established between the parties. Two different ways of conceptualizing trust are described, and two e-mail negotiations that give empirical support to these conceptualizations are analyzed. One reaches a dead-lock, the other does not.Downloads
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