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    El poder de cada uno en una negociación.

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    Power in negotiation

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    El poder de cada uno en una negociación.

    Copyright:

    © All Rights Reserved
    Download as PDF or read online from Scribd
    Flag for inappropriate content
    Download as pdf
    56 views9 pages

    Power in Negotiation

    Uploaded by

    Leisy Duque
    El poder de cada uno en una negociación.

    Copyright:

    © All Rights Reserved
    Download as PDF or read online from Scribd
    Flag for inappropriate content
    Download as pdf
    of 9
    Paver and Negotiation Toe canepf pours rout ened secon an ‘ois of tpt Thame sind geo dlp ‘veottion theory. Nepean aa sneha igen oping as a sg or rca cing cn i oe sire of goin erature never, een egret which eat power aphomay They en ote potion the contr ‘eter mt ae me i eos wes ha coy aap sfosconce "Al pled plonens ona oe ee Besar pl poly oar en nes oon opraing ty dirty nepttion dre hay or ‘pec of irate! atom hg bre ya oa ty tegeahe wu ibe pelt pcm aoe mpeg Dipomaticncunr—tueby Randal, dowetin chaps asthe ert prone sed lighten pone neta renshve rk chs ew scone non ome Inprtan under pt of etn flor Sage, ee fap ef neoriea sade Scan fe “wma ete ‘tae ae esse th beLeyeaneyl pone Whe 2 ey sho ene ose work om gin ay ‘While thes dplomatc harap ngaition me ie sagen natal sean ‘Sate onepton feroton,The ap hay oe Eich mcs valuble comebutons to mepotabon thor. he most smpertant of whch br thy wenger rch ry he on tory Thee commons os pote unde ‘ameter i the wks of Seeing, Rapopos, ‘Gicken: he sao pues ns sey nse yay ‘Ste your abe iid ctace sef lct ot ese ym one bn econ Se ‘Seoved from thee respective ale and ewan sac, a eee Se mac Bae se ere ew Fad ed ‘ncanging king th tacos omy games pay pcan Remar mon ome tery pesto ate yey ‘sheeaapocrconcron ohne oom bhatt pe ‘Game dry ths te power ntact rms he sec a f s aps ne “Game theory ha other defence we Ite pone sructie te emined ony by sighed alae? Wh nt ou ih srl rong hf ng oa co the ony tac mnie behavior Clery gun theory hse ke ‘ance the dame proc ream ete hy Spa npc rch nus ones Ul ese cmon oun hc ncaa ‘esac some point af sient anna acon paces OF maiyedine tentenme mero ‘fan nant w nome gueton “Whe mae the pete 1 both Crotrad Cont den ihe bmccone of) ened bth Comoion ome uh power, ‘kplan tear hi spel yao ‘Waulrandeg weil soporaions ‘tess Nisan ceed he bi an pene Bela aes ng po ‘leet ahd stanton The cas ‘de ppp pach, peat Fea pl orbeundceined burteentnte ecg ‘atima crite forex sy tact tenes ‘Sen the pons oe tora scion hey yn iar Sn of sti ray et mn ‘ough procs dant pone nd psi a ae ‘clan the proc oy Wil ontaes ae cade Tay Eros {© the onpoeers Ihave the cer af ty, and bon te Thi uy of ete negation tary rom wei when wns he ony ome nosh Tf shared {Ene pyrene tthe naloxone oregon “Tey oes vo naw sa waning aft malic shee sue Magoatan ot en nape ho oy cmc ed svar or en elton he peychlopl matey afte Ser haitetinete, Nencpeorslp r ‘wos tapenc in tcl proses at ese anoce ‘Sal cemeptin of one teem ngenovon mas * kel ea br a ug THe tse eames vse ta a ta, iva artes op oR * mei ae scl epee pone aha atic or bevel onenon (new ea ators posi o ef gee nm orl vegans ask ae ner pura eae ‘etal ew negro atc amp enon of pws ty oa ‘empha: theory ngs ers, bast a ‘serena bekdovn nn mpm stot toegln eted Pos fen ind sponte omcing ht ae Ah ome Ts yeoman or a ke on ‘ios at edueary age pone eae ty rou tt x llscrgc pone ater Lite susie noha li pone wit sonty te oened Guin toe cari by Gangrene sty andtnechol bundy ie ncene pe teeter th na foes power tdnisrtpy The eee ctw stk ae ttf fs soy, ere sistent amie: tha ences eee cara a change bis hbvie The proba wh ths ction sha ti wah aula: ne shen Die Aol ‘eshing outundertnding te chara eee snd Bt The funnel problem mith both thse dition ea hy ‘ies pour arta crepe kin tls now eee ‘hh yen nti Than per iehepenn tf eh ‘tor Acanc coro dangr bebop ba kasacnens Inndoqne. Tor many ingeaeprocens wth tae eae oe reccsnpiy nn poe dosnt ae Wott dn ptr wera stt the ct in omponas wich dng om ster eases Tie ek Ingram compen power rents oth ogegtaie, sy elo hme thew ig, Be tects es ees ons aoure et Sa ‘crc id ich a oe “ ‘nese ca ange th fre scan dra eee ispee aes rns hte ‘0, bevior mae pole Igy by te cnt and eo fotcom nt rdeioap wah The concn oa ee Facey wet lang postin egtatn forscesers ‘hat lvresponrassend paces Ar mst cto anya ofeeptie pec mem Vref ce senda ty we al ‘Gerson a ouce nes none pn a ange. nel of change oncom ‘Sond tht don ns ah htt who conser pons a ore ional ane apt he cee la Jat rations fy emphasing ptrses Cat soe ‘met th above lion sons or ens) fe sca ‘8 pete onc eames vr Inch msn A rs el respon nine Av tain commana tn pcence casa ee sa oon omni ner ny ‘arte opponent evel sya tha Sey com att rene, Opin poston, for tap tally been pan onaneauaon ot opponensprcereteaoneaad lta porce Beare mate scughon ieeerngs aces (or het tobetoter Bi fibcvenercomeie eet epi, ae ho gyal by ani fhe ‘ane ted vamos ainsi ei Bey lin kes op siya nae sap snprant fv the suaatf egotanom Nepean le ae tp since dae bet Rate a fo nes econ “Marcot egscion pia eres! po Foren on se ssuleml power ina eaten then aes os ses reloucnkocty Uabsrtinmanteetme at ‘hint sy th exh se pobens euentpowenrepae sa en th onside see oof speed ees Sine: as po ste se sous nda earl comptes aH) terse ‘ttc for malyns pout m cpr Enlsving souces Eesti haute wtih hanes plete east he nit he ne "alloy ce ‘te bevel nang Si 3 tn poe tue ll for bo ihe acta ond hon! compos ot IT dein sls chon pose eal or ‘sires pol apie: sd peed postin ferme ‘fe tan posters way tne uted Senate gee ws ida maton per Pa pi ir ‘ya carton oe lest oes fess of ese ites Nace hove ti denon earecer fone ah agouti rio of mt, Many reine ed et ‘teasing oth tar eft fc coos Sows etme teh srs The United Sc se se ay to Ut wok cn ‘Src omer caphn euler eo, roma npn tes, of pes es sae ‘nce dreamer otescrnes Aaa g foe hep al Asernste Sueur Power ahavtidcie ceca emcees testa ean nara wh ing ‘ko conrad heel poeta ‘ec yw aca Spee Sr Jer then dacs “nasal gy ihe fing pour ‘heat of gue sompeae (42) Butfons ah bow stato ory 4 eine eet pc, he ay arses scan Stcentnterl pe, coos le sotto aw sna poner timate ae rsh Cis elton attend pone rtp EN th pct pm. ea pain [vow al W= wo paternal sgh Incas eres {eke (4 8 ough age wi lene as eed oaths yur rca powcr ic mele, ab de sri posto othe ator he teary Agree ‘acl power hs loos 4 nga pane ena ‘uch delnion attitude gece eke ae “Though sseegc snaps tony onewbcomponnctthe xnxtual congo! of pure wisoen ete ae lp eset test conpana in erin elaine Kee a tole wet! ha sates beth ae nase peen s (sete combined cpbiice nore acer hes ee ee bepoinalyyeinent poerbarsbedctnclintamer he Uenotcipbkies, * Npgepseacucand pone inmallnpeeig 2 elt" ofthe wibe poaon oe mean Bath hs ue alvin tee he one eotatin, dcr te agbogie poner ute br nat hie atom hen icity Tn Sat ycs Se scope and domain of power “pls ede bani ae Dower scores os sles {poser rautts may not he highly fang Baldwin nd cals hela argued: "ha faced now ae ley cningey arswatk wy te nen n anc Tis ay ‘ay fo deine wheter sort n= per icinent er eae tlc icin the conte af «ral or ype aloe care feewor Moreont ne negetiton respon Tae ‘ald spent ce lea wey ate eo ee esp hs ess, onc tld wn pose reser ath Baki tht “eke noun of ng ral enetoed sean ‘meunratedoanypricbrntesra ubumlenstenonet poe ‘hati reign) Aap cuanto tna concee The pin ipronaesehccereeecer oe {ncnasonal syn nwewary er tetnpsoo foe ee ‘onal neuen, erin eptiton sae sake pate "cau bt wince inroads ee 2s ofthe tatonl-sten Frtimne gape ower deren composnon tan ator sraeteuie ee, ‘mates serves the fundvioncpeaticn ne eee sre rl oe os hom Power nates tgeaston, Fa ss el sboe eee ‘esupponer Susy and hus ay soerpn af ote te tlw to tle ihe poner sate of spec aes eee Frodo ytedet he srond ashonpenar foc InuSpecieSerotunl er Wee sgtee sel powered with an aa tis in pation ved the cal snpoment an oh Sauewpeii seal poner eaate wih ser ones tnd pnon vhs othe stor coms ofaspoie ane is Inuespsiicstucta pone saesonte posse ‘tohoikip 4 pia sel smponat st Pose ee taslpsis fie npr. mpaion Rese Ay shows bene, en odie ref sng aor age scl pene tn procnng pet ae ove sticiee often pens Ri mardi deo, £01 phe of the poner acts oaniatospeiiceina ‘penknife. Neen oo sige ‘nl fe spa eying the power vonce afar ee ‘eam the paradigm of ncdoeence met need fangs: Thee toate clo sled (much ofthe ele here has dares escatschong ee ‘ach as wig nights no thy power tanta a cee "seni Jcrdeyedene dei eons hues mas de pendoe Tat exh aot depdapen cles ese pete eel oom te meta pt Ca sxrepi r slygnepotetan cau hee epee ‘ih sacri pendent apn the eter toe cen th ene ‘aly will opceme sang the paces ores ‘an imercpe andi att pe ee eas {288 the loom were brace lh dest hy aa ‘or would mcr econ elon er blest ee nat imply that ech aetor equa dependont ashe ‘has oar may bein ome posin tn'epate a [ucla vou iran which hmtsdjenlre mse ee “ies depen storms elaohip ea Ripe eh sour, bea anges the nine fice ek leo torent) le ee cay ot sae According t he inedependece pd, he nc power spite Re ae wl determine tuo fae ee ew en, dev the area tale a poms bars ee "ei chat it itn ve are ofen ore dike peice, {ats ta ny be more or i= ld ome sel one comomic ud alany capitis “The oil exchange pra td ens apumeins 0) soculbelnon fave ter pooner naan ence ce Feri nddtys walla lr inedgenin ee eee, ‘ve ied in wale) a production save cv iter exchenge trough roel neon ots alranon les oot (Qari mom one nrc ho i ‘igo steve fist ous ee nedepene pinion "Nard Emerson nfo ho to alec prt racne of dependent csp interstate hry Fergus sheaeyoeneeat on tsasnsip nhc pomer ema (e,Dab™ Pa} Tha Dib Dh thes n> as Bc ‘hima, would be he more pone cor ne lao meron en on ta tha net demi he pm) tate of dependent arp schon Son tern cic Ab motional destin). 2 the ete of cata el yl 2 the le of Afi ator xm fr 82> “has aconiig to mations prin, making th tte sccrminaons for othactr hd wil ese poner the lrrepten secon. Mteowee any chge ce ore thee chartrnteof een wl cn ange he ‘latonsi's pow bnnce ‘oh ted explamtonof he power satrap ‘elnomiyy alo ted ont sc change pte, oF Tbe ley They angus tna ee eel ena ass cep ee ir ors ied he levee te fone» caer wil acy ight of abe Eee cptt 2A igh tocar owe Bur ute tpt, ck sts Comparsee lf a hee ete minh dred op sy Ispowee wi ect (pa Finck rtrsMantplnoicand at exh sxerconady rer oinres tapos ordaase depen is manber of tes 1 eloping Bea set to he ani 2 suing tes mor tema, 3a he pane’ sty 0 yt a hic meron. ibaa Kl, nd he erento ‘surheeincommon nnenphareonshesne speaks tate ‘ehhh ss ened Th sapon a parce oe the somes of jouer exh cardi fon the aoe Ti ‘Spain of Bases done dai fer htt Sportaeaights mo ow vo go abou dem isin a {Se etrs im a pce Wain js le ps ‘tea fee the eae rtrd pone als ‘hing thei, we em uy ht ch Pe ne fen ae psc udp donee a sakes ‘tains doce xh atsbieysogsinspefe oneares fon wlan ier thin tat wh tie opp Pes, despa an sete power tls ing te prc om tony eae achretpetred once ny prelokeny ‘tian denlep aerate ripen wick huecutoneetee sy saible A mea see (gpa ores rs pean “pons more yowstdsuctor agi alte fa ‘pendency. nd hsb lve omer the ance te ‘8 dep asoue ofthe mel ue ms thd ee fhe preened ctor: by a peeing, ty salle ee ‘Atha lw spon cer tegonton.Thesedhtharmueaetvestto ene Fan advotge ov he parc “The wabiy of semis may tat tee m scr we owe by creasing i dependence hoc ny Case lick ers may weaken sco’ oso by ies sfoentece oe oponett ple howe thik Incr kha esmomy wa comple devo alsa fig indy, yer th condoned nly tonto ee dort ng Col Bhs ah oe Comnkment re tthe een ant dae fecha irr andor neds prefedautome, Carmen sl the vl he pares aac othe us onic coe ae Pat Catal ngs, fr erm the US somata aoe eeredoateome was hal ones Oommen se "ay cy al rege, Pra como a asd 0 ae Linear Commenter {ra dellotn ose pened ances Bebonenn ee IMsts eas, would bale rset andes On tect hin, ese ee ar sed for peed tse ml mes he ‘hip wold he tnt mother: rrp infec Co lly tonmitmen ued oa siphon legeraed tne ‘Sten hy sour of cnc seg wheres oma ied am eda fon of dependency ins mur espe sfaknete Ts ditto ny eae eit we mae ‘es Neve a ne ‘Contalsadermiant ofthe hae per bane defied the Aegieete which one seen macy thei plored «dpa te eas volved in dong eT the ce ongeai oe aot peak o woul ua ahveman asco orcs un heal shicvment ic ne compatible wi one a cpt ‘Bat we ca peat of one des shiny m pan sg oe ts eed oteume an tecppanent dos, Come i seine uiy pane” Porte air nein mor of a reeeed ote eve tecariypoit e trl) mee coe a "The tristan ommiment an cold ‘emit sae power alee They at the espe ree omhip har mel respurs ate ce ages le emo Just a tea srs ely Ce a thet) ‘emma grea st eras rl werd hl sernainee cre ment and cone esha he topic eur pws of ‘Moreone it the enor of gate cal owe sy compensate for ae ther Lge puss for veal) ‘eh iar. an avoneed cafes ge popu eh nother A ak feather ay be compel or by og ee Iker gee coral A lt cntel mys ere for by sous combniemon, oy een tna, ‘Comite, on iether an, haste wit. Axpone out commen way senate perf el pei Bacdeteneuste poner ibd on mod Ack sont spate duo compart fin sr ba te eae "pata tons, ving gu sates coal a Ibe Comnitmntasted meres maybe compet or Erineening ata o casual spd wall hv eer ae Sen deed sec ec sie wih reer onc power wiles epi on tb pp Setsomet The ee compan sate pater dee he te Fewer bance sti they deen ch espero he ‘he Tents wishexhom er krone en [imc one whim oan any orcs ‘erga eel alte kauspece Kel. Ath opel ‘uct power baer Setrmied by uymmeti saa fours and pats Atbenuaespe lic tc nes into is deerme by seymnenrs i ahcmaie, commons 2 con ‘ow his sation nigh prove oe oh ake eo ts fs cap. Bae ctr onc dances ean anc iin a Newt "Rover ised nts oases ora ‘sing ook tere om pone matric afasucee ‘oucome ems spol wandaen i thepoivel ete ing prose Ths “wana pronase was own me see omer Dealers Bower ‘Aste nme ims, btavral por snc mite bier kthe ston the proces by wh hy anes ae te owes oh grenades spec we mice pe oe ‘cies, Inaegtition, bho et beveled ys ee tis. whch ste he ea by wich un no etre foots Ay ‘Chie sion wre "The exer poe ens econ ‘f3 meaage though omen of igh af 3 tambo Sel tema ad yer an Tamper t e lo mist pose: he, sents promis, prensa ayant pn ‘nets eens, ceston big sling andsvon Regan ‘tea mein of arama peasy tay ee ‘ommanicain pctennce tte oer ttn nese ‘wed commute pretence They ashe wae nt sure theese fll hese pets. Tas ss by etn or ving then powcr dette ae de bropctiveakish comme cel wate ‘eeigdt ar sain (cece heaps ace, ing comniment oo te acer) rad oncom or ee Stpacetcscomminaen toh heh tases aegis ‘iether cn ounce autos ees pponsts li ds) The cof coo tlt, for ame my reer tate fy oming new claws ene amhmetoy oe binngsertlinamiyl conmenens aninecase eel oer Se tc Thee en mo dae opp ‘exmitmes wd seas (hy conmigo efter cn bese oll pc ‘sccned) at wall aon the dogs of corel cs Promisor may nc bie opponents coerbente shicinghs or her peered ucome (oy ablingbsanes cee ing hs than yeeros) wanna ee sewaner he elton The aie iabagancees oe SV comptes oa pce ete onlay a ‘yponent (fom fen tes hu pei a the iospsti lee Th oe eo arte inoepover bate ans eamncponer baa aga egottionoutames (ote ancer af ey ater espe ‘ambi ied te pro af magoation er tee, nine pwc tlic the presen Calne) tome ee ove bine he acme tc by te mute grate Sol ces avn dso te pay inner ae ios practi oe ae ‘ka be comnleed at the baraaing bleh gh bees a the nepeins Theoppseat nent pevuadeldenapacel "cote, thar he eppentcs pepo af he stds wes shang, adr hic o a bhar ent be mie seas [Ths tn conepeat cs mn nsec be ge seo dha ngs ema ocr tha tae a Psu o opponent a i cys in hi Gr hic one a te yn dene easton pes stcnaes, or buldsoiton Crdbiey Sipe ee ‘one of ced poner tonne he baoEs he Ta ahs srl psi argument ae nage bor sa ‘moved commana, chs aig care! eee Procol wey ontetestnel ator Anacormoy pss he ‘eyoureto cay aah, ate sce sss he sak of ies death wiihc {mau ofcanl onsen oem ort cotsone cing [ranhicor ie elorwstesoml ths wos he apenes 1s psuadd wo se tat heme pom pce wn har he he ‘his Chip opp’ prep cant acpi toy argumraon ba my dara sgnecy err sehen wh ns coon ptr ee om The geal pence to sifu he opponent aborts ‘ott dang hate or shes dai 060 Saag wh fe she log, or tat ag something eal) on ayy ee fe lime obec sng chan fo sae one pomes ‘fos pt aggregates power hy mtb tf te ure; suger sume mason eae oad making net, mpegs poser ase py veo le ‘ommariton tte decel by etn “iss ma tected ores shy recap cement lsat ‘nett whichis radi sae mason fer eeevaly mans sine teed tbe nett ct the ance ‘spas or masos sad und by deg Her sn erepeerucurl powcr ene a sya le by ti, tt eat an sieaby One sd sed of of bags Fnac eward ord payin in exeang inns ‘Gee nl ie fina oe pied eosin thence Sanaa routs. Seiya wo nay ft ce on ise ees etal ane Spe teen. Tas the ‘Scones of pez tcl pwr aed hy he ete of belmeral pou a mdly see rte pes Case, id the et eames, Bat sgpegueponer nanan con ‘hs ak np when ctl waaay ext “cn whe the eject of cerita of es power bal thereof Ba acs ay sme he eee ‘route tat fr ccs Henge ae i ponenion of peer i or Ler eonmlmert sy son w low 2 cok sting Tha cert a cases thence ets, ‘The imarelaion ofthe ompcosn of poser does nt Hop bese Area wer uly ert te poeta of oye gros sggicgate resource. Geser control may be male eres ur cer ala ae cnn emaefowor eo dom would singly epg vou diced view erapeegae sci per argo "ours donot darn seine: comer es a boli ny pce elton. Toundersand ou Sept be rogutesthcumy apace caso ocspedte este “hens srg the rope one emis ae ssolomeonesefoegsimen nntosipsdiica eto thenancofs perio pover ane nopendencdi ee 3 poner tlime betyam hears Dns pclorcncs thes wns rie ner nly Xm? Wa cha: agen ‘svepower iinet ouster orcPkc bene ‘igheges power dpe Gener te san? Wasco ‘nave fo quetions sch a tae he un nn the suis oft negations Sethe supe ered es Se Diethragaante suc poreriioe enor ae {ton atome he wut alto say ethos wy ‘repeal power dnpray beeen the in ae etdh ces ofanmnatia nepotiton Fa emiy esse ona lg oo erates power mer nl ter Baten rove THRE ‘The Negotiation Process Deostoping 2 Geneon forthe cones oer ingot ines + Famewatk of poco. fo if xd mgorinton wer ha ‘iad by aun pote, thn the ml of poe ould Desnaled ‘ab case by cae would edie ore ony ering eee

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