Pragmática de la negociación

Abstract

This large work revises alí the phases and processes that appear in negotiation. It shows the information and communication technical power, from previous data search to definition of relationship or proficiency in question-making, activities between a broad range fundamental to negotiation. It is essential ihe knowledge of human psychology, the human causality models or, the study of ambiences or human transactions and not simply the strategies typical of more active phases, in which direct part-taking or pressing manocuvres are required. The author uses alí his theoretical weapons to complete a vision of negotiation which leaves not an aspect without reflection, giving ímportant information from Psychology to Philosophy or Inforination Theory, and a long list of other arcas of study.