CONGREUEM 09

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IEDE Business School presents the book “Negociación Inteligente”

Training, information and creativity; the foundations for corporate negotiation in times of crisis

• The current economic climate makes is essential for mutually beneficial agreements to be reached and alliances to be forged between companies.

• Creativity has become the latest addition to the negotiator’s arsenal, but it must be known where and when to draw this weapon.

• On such a global stage as the world of business, every culture has its own unique acting style that negotiators must be aware of and know how to interpret. For example: when dealing with the Japanese, there is a strict protocol that must be followed when sitting down at the negotiating table.

• The authors of “Negociación Inteligente” insist that a successful negotiator must be a good speaker, be empathetic and have a conciliatory, open and tolerant attitude, whilst also know how to listen and be alert to any external signals or clues.

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