<?xml version="1.0" encoding="ISO-8859-1"?><article xmlns:mml="http://www.w3.org/1998/Math/MathML" xmlns:xlink="http://www.w3.org/1999/xlink" xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance">
<front>
<journal-meta>
<journal-id>0123-5923</journal-id>
<journal-title><![CDATA[Estudios Gerenciales]]></journal-title>
<abbrev-journal-title><![CDATA[estud.gerenc.]]></abbrev-journal-title>
<issn>0123-5923</issn>
<publisher>
<publisher-name><![CDATA[Universidad Icesi]]></publisher-name>
</publisher>
</journal-meta>
<article-meta>
<article-id>S0123-59232017000300309</article-id>
<article-id pub-id-type="doi">10.1016/j.estger.2017.07.003</article-id>
<title-group>
<article-title xml:lang="es"><![CDATA[Autopartes del Caribe. Negociando estratégicamente]]></article-title>
<article-title xml:lang="en"><![CDATA[Caribbean Autoparts. Strategically negotiating]]></article-title>
<article-title xml:lang="pt"><![CDATA[Autopeças Caribe. Negociar estratégicamente]]></article-title>
</title-group>
<contrib-group>
<contrib contrib-type="author">
<name>
<surname><![CDATA[Manfredi]]></surname>
<given-names><![CDATA[Luciana C.]]></given-names>
</name>
<xref ref-type="aff" rid="Aff"/>
</contrib>
<contrib contrib-type="author">
<name>
<surname><![CDATA[González-Aragón]]></surname>
<given-names><![CDATA[Édgar Alberto]]></given-names>
</name>
<xref ref-type="aff" rid="Aff"/>
</contrib>
</contrib-group>
<aff id="Af1">
<institution><![CDATA[,Universidad Icesi Departamento de Mercadeo y Negocios Internacionales ]]></institution>
<addr-line><![CDATA[Cali ]]></addr-line>
<country>Colombia</country>
</aff>
<aff id="Af2">
<institution><![CDATA[,Universidad Icesi  ]]></institution>
<addr-line><![CDATA[Cali ]]></addr-line>
<country>Colombia</country>
</aff>
<pub-date pub-type="pub">
<day>00</day>
<month>09</month>
<year>2017</year>
</pub-date>
<pub-date pub-type="epub">
<day>00</day>
<month>09</month>
<year>2017</year>
</pub-date>
<volume>33</volume>
<numero>144</numero>
<fpage>309</fpage>
<lpage>316</lpage>
<copyright-statement/>
<copyright-year/>
<self-uri xlink:href="http://www.scielo.org.co/scielo.php?script=sci_arttext&amp;pid=S0123-59232017000300309&amp;lng=en&amp;nrm=iso"></self-uri><self-uri xlink:href="http://www.scielo.org.co/scielo.php?script=sci_abstract&amp;pid=S0123-59232017000300309&amp;lng=en&amp;nrm=iso"></self-uri><self-uri xlink:href="http://www.scielo.org.co/scielo.php?script=sci_pdf&amp;pid=S0123-59232017000300309&amp;lng=en&amp;nrm=iso"></self-uri><abstract abstract-type="short" xml:lang="es"><p><![CDATA[RESUMEN El presente caso de estudio ilustra una situación de negociación entre una empresa manufacturera y su proveedor de maquinaria, originada en la imposibilidad de lograr el óptimo desempeño de una máquina indispensable para atender el incremento en la demanda ocasionado por la apertura de un nuevo mercado, lo cual genera altos sobrecostos para la empresa que se espera sean asumidos por el proveedor. Se detalla cómo se manejó esta negociación, la preparación previa que se llevó a cabo antes de que las partes se reunieran a negociar, el desarrollo de la negociación y el resultado final obtenido. Se incluye un evento posterior a la negociación, que amenaza con reabrir la discusión sobre puntos ya acordados y que pretende llevar al lector a cuestionar si se procedió bien en el manejo de dicha situación, abriendo la discusión tanto sobre la preparación previa como sobre el manejo de eventos posteriores que lleven a una nueva negociación después del cierre de la negociación inicial.]]></p></abstract>
<abstract abstract-type="short" xml:lang="en"><p><![CDATA[ABSTRACT This case study illustrates a negotiation between a manufacturing company and its machinery supplier. The problem started because it was not possible to achieve the optimal performance of a machine that is critical to meet the increasing demand caused by the opening of a new market, which generates high overruns for the company that are expected to be assumed by the supplier. It details how this negotiation was handled, the previous preparation that was carried out before the parties met to negotiate, the negotiation development and the result obtained. It includes a post-negotiation event, which threatens to reopen the discussion on points already agreed, and which leads the reader to question whether the situation was well handled. The discussion on both pre-preparation and management of subsequent events leading to a new negotiation after the closing of the initial negotiation is open.]]></p></abstract>
<abstract abstract-type="short" xml:lang="pt"><p><![CDATA[RESUMO Este estudo de caso ilustra uma situação de negociação entre uma empresa de fabricação e o seu fornecedor de máquinas. Originou-se na incapacidade de alcançar o ótimo desempenho de uma máquina indispensável para atender o aumento da demanda causado pela abertura de um novo mercado, que gera altos custos extras para a empresa que, se espera, deverão ser suportados pelo fornecedor. O estudo detalha como esta negociação foi tratada, a preparação prévia que teve lugar antes de as partes se reúnem para negociar o desenvolvimento da negociação e o resultado final. Se inclui um evento posterior à negociação, que ameaça reabrir o debate sobre pontos já acordados, e pretende levar o leitor a questionar se assim procedeu-se bem em lidar com a situação, abrindo o debate tanto sobre a preparação prévia e a gestão posterior dos acontecimentos que conduziram a uma nova negociação após o fechamento da negociação inicial.]]></p></abstract>
<kwd-group>
<kwd lng="es"><![CDATA[Negociación]]></kwd>
<kwd lng="es"><![CDATA[Planeación]]></kwd>
<kwd lng="es"><![CDATA[Estrategia]]></kwd>
<kwd lng="es"><![CDATA[Caso de estudio]]></kwd>
<kwd lng="en"><![CDATA[Negotiation]]></kwd>
<kwd lng="en"><![CDATA[Planning]]></kwd>
<kwd lng="en"><![CDATA[Strategy]]></kwd>
<kwd lng="en"><![CDATA[Case study]]></kwd>
<kwd lng="pt"><![CDATA[Negociação]]></kwd>
<kwd lng="pt"><![CDATA[Planejamento]]></kwd>
<kwd lng="pt"><![CDATA[Estratégia]]></kwd>
<kwd lng="pt"><![CDATA[Estudo de caso]]></kwd>
</kwd-group>
</article-meta>
</front><back>
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</article>
