Abstract

TARANTINO-CURSERI, Salvatore. A brief overview on some areas of knowledge necessary for a successful negotiation. suma neg. [online]. 2017, vol.8, n.17, pp.63-78. ISSN 2215-910X.  https://doi.org/10.1016/j.sumneg.2016.07.001.

This reflective essay is to give a brief general purpose overview on some theories that, in the author’s view, make up the body of knowledge that guides and strengthens the negotiating process. The author’s experience helps to ensure that the cognitive level of this body of knowledge has a direct impact on the quality of the life cycle of a successful negotiation. Thus, it begins with a brief description of the theory of the ‘three brains’ and continues, very briefly, to some areas of knowledge that guide the negotiator in the negotiation: principle of causality, game theory, decision theory, risk analysis, communication, life cycle of negotiation, negotiating archetypical models, and ending with the Harvard negotiation method. It is recommended that all negotiators navigate the multidisciplinarity with ease, and achieve the interand cross-disciplinarity that will guide them to success in the task assigned.

Keywords : Causality; Games; Decision; Risk; Communication; Negotiation.

        · abstract in Spanish     · text in Spanish     · Spanish ( pdf )