HABILIDADES PARA LA NEGOCIACIÓ NEGOCIACIÓN N
Y EL MANEJO DEL CONFLICTO
La Conciliación (Parte 2)
Trusted by over 1 million members
Try Scribd FREE for 30 days to access over 125 million titles without ads or interruptions! Start Free Trial Cancel Anytime.
Trusted by over 1 million members
Try Scribd FREE for 30 days to access over 125 million titles without ads or interruptions! Start Free Trial Cancel Anytime.
Trusted by over 1 million members
Try Scribd FREE for 30 days to access over 125 million titles without ads or interruptions! Start Free Trial Cancel Anytime.
•
!" $%&$'!'"$'(& )*"+,- ./
!"#$%&'()**#+$ !" #$%&'()**#+$
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
-"./0/ -" ./0/ (1 2/ */&%#22/
?D EFGEH?HDEHIG
E?D"=" J= EFGEH?HDEHIG
D"KGLF" EFGEH?HDM?="
?D EFGEH?HDEHIG EFNF O=PKH"HLF J= QOFE=JHMH?HJDJ
EFGEH?HDEHIG =G NDL=OHD DJNHGH"LODLHRD
3" '451%#6' 71$1&/2 =' (CA#,*)( $#.-' /# '- 0-.,*''-2 #+ ,.-,-. - 8(&/( #' ,#5- /# '- 0(&0*'*-0*7&2 #& #+,- +#5-&-
Trusted by over 1 million members
Try Scribd FREE for 30 days to access over 125 million titles without ads or interruptions! Start Free Trial Cancel Anytime.
Trusted by over 1 million members
Try Scribd FREE for 30 days to access over 125 million titles without ads or interruptions! Start Free Trial Cancel Anytime.
!
=+,-C'#0#. '(+ -+9#0,(+ 5<+ *59(.,-&,#+ /# '- 0(&0*'*-0*7&>
!
Q.(9(.0*(&-. -' #+,1/*-&,# ,(/(+ '(+ 0(&(0*5*#&,(+ +(C.# '- '#$*+'-0*7& -9'*0-C'# - '5-,#.*-2 0(& #' 8*& /# :1# 5-A# -/#01-/-5#&,# #' 56,(/( 4 0(&(;0- 0-/- 1&- /# +1+ *59'*0-0*(+>
!
"#&+*C*'*;-. +(C.# '- #+*/-/ /# 1,*'*;-. '(+ 56,(/( -',#.&-,*)(+ /# +('10*7& /# 0(&8'*0,(+ 4 9.*&0*9-'5#&,# '- 0(&0*'*-0*7&2 9(. +#. #+,# 1& 56,(/( /# -..#$'( /*.#0,( #&,.# '-+ 9-.,#+>
!" (18/&&'22' %1.9%#*' =' ,#5- :1# ,.-,-.#5(+ - '( '-.$( /# '- 0-.,*''-2 +#.< %,*' 9-.- :1# #' #+,1/*-&,#2 0(&(;0- '-+ 3#..-5*#&,-+ :1# #+,<& *&0'1*/-+ #& #+,# 56,(/( 4 ,#&$- '- 0-9-0*/-/ /# +-C#.'( 1,*'*;-. #& #' 5(5#&,( *&/*0-/(>
“LA CONCILIACIÓN” (Segunda parte)
!"!"
*2/818 (1 *'$*#2#/*#+$
Trusted by over 1 million members
Try Scribd FREE for 30 days to access over 125 million titles without ads or interruptions! Start Free Trial Cancel Anytime.
Trusted by over 1 million members
Try Scribd FREE for 30 days to access over 125 million titles without ads or interruptions! Start Free Trial Cancel Anytime.
8:;<= >? 2:@ ABC D: -CC!E >? FG=FH>H?FHI= JK:D: L:M D: DGL NGMO?LP
+,-.)$%&'(')*
$%&'(')*
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•
•
1= D:M:FTG2 D:M:FTG2 #+ -:1#''- (.*#&,-/- - +('10*(&-. '(+ 0(&8'*0,(+ #&,.# '-+ 9-.,#+2 +1A#,<&/(+# - '- &(.5-,*)*/-/ A1.B/*0-> 1= :UKHD?D2 :UKHD?D2 #' 9.(0#+( #+ ''#)-/( - 0-C( 4 #& 0-C#;- /# 1&- 9#.+(&- .#0(&(0*/- /#&,.( /# -'$%& $.19( +(0*-' ( 0(51&*/-/2 9(. '- #@9#.*#&0*-2 3(+,*/-/ 4 +-C*/1.B-2 &( #+ 81&/-5#&,-' #' 0(&(0*5*#&,( A1.B/*0(2 #+ /#0*. '( 5<+ *59(.,-&,# #+ :1# '- 9#.+(&- :1#
Trusted by over 1 million members
Try Scribd FREE for 30 days to access over 125 million titles without ads or interruptions! Start Free Trial Cancel Anytime.
Trusted by over 1 million members
Try Scribd FREE for 30 days to access over 125 million titles without ads or interruptions! Start Free Trial Cancel Anytime.
!"-"
121.1$%'8 (1 2/ *'$*#2#/*#+$
=?=N=GLF "KM_=LHRF =?=N=GLF FM_=LHRF =?=N=GLF N=LFJF?I`HEF 1>:O:=QG LKVS:QHWGP LKVS:QHWGP ,*# :1# )#. 0(& '(+ *&,#.)*&*#&,#+ /#&,.( /#' 0(&8'*0,(2 +1 0-9-0*/-/2 <&*5( 4 8*& 0(&0*'*-,(.*(> 1>:O:=QG GVS:QHWGP ,*# GVS:QHWGP ,*# :1# )#. 0(& #' 0(&8'*0,(2 014- +('10*7& /#C# +#. ,.-&+*$*C'#> 1>:O:=QG O:QGDG>I;HFGP ,*# O:QGDG>I;HFGP ,*# :1# )#. 0(& #' 9.(0#/*5*#&,( /# 0(&0*'*-0*7& 0(&0*'*-0*7& 0(5( ,-'>
!"3"
/8)$%'8 *'$*#2#/4218
?(+ -+1&,(+ +(& 0(&0*'*-C'#+ '(+ :1# +(& +1+0#9,*C'#+ /# ,.-&+-00*7&2 /#+*+,*5*#&,( ( '(+ -1,(.*;-/(+ 9(. '- '#4> =+,(+ -+1&,(+ #+,<& #+,<& 9.(+0.*,(+ 9(. '- ?#4 WWX /# /# SYYZ #& +1 D.,B01'( X[> \ •
•
%M?=L?FFHI=P #+ %M?=L?FFHI=P #+ 1&- 8*$1.- :1# #@*+,# #& )-.*-+ '#$*+'-0*(+ 4 0(&+,*,14# 1&- 5(/-'*/-/ /# -01#./( /# )('1&,-/#+ 9-.- '- #@,*&0*7& /# (C'*$-0*(+> (:LHLQHOH:=QGP (:LHLQHOH:=QGP #@*+,# '- 9(+*C*'*/-/ /# .#&1&0*-. #& 9.#,#&+*(+2 - -'$1*#& :1# -.$15#&,# #& +1 8-)(.>
!"B"
&1X)#8#%' (1 0&'*1(#4#2#(/(
?- '#4 WWX /# SYYZ #+,-C'#0*7 :1# #& 5-,#.*- '-C(.-' 4 /# 8-5*'*- '- 0(&0*'*-0*7&2 /#C# +1.,*.+# 0(5( .#:1*+*,( 9.#)*( 9-.- -00#/#. -' 9.(0#+(2 9#.( 9-.- :1# #+,# +# 3-$- #8#0,*)( &( :1*#.# /#0*. :1# '-+ 9-.,#+ /#C-& 0(&0*'*-.2 +*&( +*59'#5#&,# :1# +# +1.,- #' 9.(0#+(>
Trusted by over 1 million members
Try Scribd FREE for 30 days to access over 125 million titles without ads or interruptions! Start Free Trial Cancel Anytime.
Trusted by over 1 million members
Try Scribd FREE for 30 days to access over 125 million titles without ads or interruptions! Start Free Trial Cancel Anytime.
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a #& #+,# %',*5( #)#&,( +# 9(/.< -01/*. /*.#0,-5#&,# - '- A1.*+/*00*7& 0(& '- +('- 9.#+#&,-0*7& /# '- +('*0*,1/ /# 0(&0*'*-0*7&> E(& ,(/(2 9(/.< -01/*.+# /*.#0,-5#&,# - '- A1.*+/*00*7& 01-&/( C-A( '- $.-)#/-/ /# A1.-5#&,(2 :1# +# #&,#&/#.< 9.#+,-/( 0(& '- 9.#+#&,-0*7& /# '- /#5-&/-2 +# 5-&*8*#+,# :1# +# *$&(.- #' /(5*0*'*(2 #' '1$-. /# 3-C*,-0*7& 4 #' '1$-. /# ,.-C-A( /#' /#5-&/-/(2 ( :1# #+,# +# #&01#&,.-1+#&,# 4 &( +# 0(&(0# +1 9-.-/#.(b J# -01#./( 0(& '( -&,#.*(. #' .#:1*+*,( /# 9.(0#/*C*'*/-/ /#C# .#$*. +#$%& #' 0(&+#A( +19#.*(. /# '- A1/*0-,1.-2 /# -01#./( 0(& '(+ +*$1*#&,#+ 91&,(+U S> J#,#.5*&-0*7& /#' &%5#.( /# 9.(0#+(+ *&$.#+-/(+ /# 8(.5- *&/#9#&/*#&,# - '-+ /*8#.#&,#+ A1.*+/*00*(+> T> J# #+,# &%5#.( /# 9.(0#+(+ +# /#C#& (C,#. #' Tc V> "* #@*+,# #& #' <.#- 1& &%5#.( /# 0(&0*'*-/(.#+ *$1-' ( +19#.*(. - #+,# 9(.0#&,-A# #& #' 0(..#+9(&/*#&,# /*+,.*,(2 #&,.-.- - .#$*. #' .#:1*+*,( /# 9.(0#/*C*'*/-/>
!"Y"
*'$*#2#/*#+$ 1$ ./%1/ /(.#$#8%&/%#6/
?- 0(&0*'*-0*(& #& 5-,#.*- -/5*&*+,.-,*)- #&,.- #& )*$#&0*- 0(& '- ?#4 XW] /# T]]S2 -' 5*.-. #' ,#5- /#' .#:1*+*,( /# 9.(0#/*C*'*/-/ 4 +# ,.-,- /# #+,# 56,(/( /# +('10*(& /# 0(&8'*0,(+ #& 5-,#.*- -/5*&*+,.-,*)- /# -01#./( 0(& '-+ -00*(+ /# .#9-.-0*7& /*.#0,- 4 - '- -00*(& /# 0(&,.()#.+*-+ 0(&,.-0,1-'#+>
Trusted by over 1 million members
Try Scribd FREE for 30 days to access over 125 million titles without ads or interruptions! Start Free Trial Cancel Anytime.
Trusted by over 1 million members
Try Scribd FREE for 30 days to access over 125 million titles without ads or interruptions! Start Free Trial Cancel Anytime.
Trusted by over 1 million members
Try Scribd FREE for 30 days to access over 125 million titles without ads or interruptions! Start Free Trial Cancel Anytime.
ZXK[ :L >? FG=FH>H?FHI= :RQM?SKDHFH?> := ?LK=QGL ?DOH=HLQM?QHWGL\ ?- 0(&0*'*-0*7& #@,.-A1/*0*-' #& -+1&,(+ /# '( 0(&,#&0*(+( -/5*&*+,.-,*)( #+ 1& 5#0-&*+5( /# +('10*7& /# '(+ 0(&d*0,(+ #&,.# '(+ 9-.,*01'-.#+ 4 #' =+,-/(2 #' 01-' /#C#2 (C'*$-,(.*-5#&,#2 -/#'-&,-.+# -&,# 1& -$#&,# /#' N*&*+,#.*( Q%C'*0( 0(5( .#:1*+*,( /# 9.(0#/*C*'*/-/2 -&,#+ /# 9.#+#&,-. 1&- /#5-&/- /# &1'*/-/ 4 .#+,-C'#0*5*#&,(2 /# .#9-.-0*7& /*.#0,- ( +(C.# 0(&,.()#.+*-+ 0(&,.-0,1-'#+ -&,# '- A1.*+/*00*7& /# '( 0(&,#&0*(+( -/5*&*+,.-,*)(2 #& -+1&,(+ /# &-,1.-'#;- 0(&0*'*-C'#>
!"A"
*/&/*%1&]8%#*/8 (1 2/ *'$*#2#/*#+$ /(.#$#8%&/%#6/
H&+,.15#&,( -1,(0(59(+*e)(
N#0-&*+5( /# -/5*&*+,.-0*7& /# A1+e0*-
Trusted by over 1 million members
Try Scribd FREE for 30 days to access over 125 million titles without ads or interruptions! Start Free Trial Cancel Anytime.
Trusted by over 1 million members
Try Scribd FREE for 30 days to access over 125 million titles without ads or interruptions! Start Free Trial Cancel Anytime.
!"^"
61$%/5/8 (1 2/ *'$*#2#/*#+$ /(.#$#8%&/%#6/
)12332 45 675892 : 47;532 <=67>?=@@7A; +?5@67B74=4 : CD5E7F7D74=4
!"_"
0&'*1(#.#1$%' (1 2/ *'$*#2#/*#+$ /(.#$#8%&/%#6/
S> /=Q: UKH[= L: JM:L:=Q?P -$#&,# /# 5*&*+,#.*( 9%C'*0( :1# -0,%# 0(5( A1#; ( 5-$*+,.-/( 0(59#,#&,# 9-.- 0(&(0#. /#' 9.(0#+(> T> ()&/*#+$ (12 %&9.#%1P ,.#+ 5#+#+ 9.(..($-C'#+ 9(. '-+ 9-.,#+ /# 0(5%& -01#./(>
-" *'$*2)8#'$18 ?1#$( /# -&-'*;-. 0-/- 1&- /# '-+ $#.-'*/-/#+ /# '- 0(&0*'*-0*7&2 &(+ 9(/#5(+ /-. 01#&,- /# :1# #+ 1&( /# '(+ 56,(/(+ -',#.&-,*)(+ /# +('10*7& /# 0(&8'*0,(+ 5<+ 0(59'#,( 4 +(C.#,(/( 5<+ #8*0-;2 4- :1# '-+ 9-.,#+ '( -..#$'-& /*.#0,-5#&,#2 -1&:1# +(& -41/-/-+ 9(. 1& 9-.,*01'-.>
Trusted by over 1 million members
Try Scribd FREE for 30 days to access over 125 million titles without ads or interruptions! Start Free Trial Cancel Anytime.
Trusted by over 1 million members
Try Scribd FREE for 30 days to access over 125 million titles without ads or interruptions! Start Free Trial Cancel Anytime.
3" 72'8/' *G=FH>H?FHI=P
?- 0(&0*'*-0*7& #+ 1& 5#0-&*+5( /# +('10*7& /# 0(&8'*0,(+ 9(. 5#/*( /#' 01-' '-+ 9-.,#+ 9.#,#&/#& ''#$-. - 1& -01#./( 8.#&,# - 0-/- 1&/# +1+ 0(&,.()#.+*-+2 ,#&*#&/( #& 01#&,- :1# '(+ 0(&8'*0,(+ +#-& +1+0#9,*C'#+ /# ,.-&+-00*7&2 /#+*+,*5*#&,( ( '(+ 9.#+0.*,(+ 9(. '- '#4>
*:>:MHD?DP
=' 9.(0#+( /#C# +#. <$*' 9-.- /-.'# 9.(&,- +('10*7& -' 0(&8'*0,(>
$:KQM?>HD?D
J#&,.( /#' 9.(0#+( &( /#C#& /#C#& #@*+,*. )B&01'(+ #&,.# #' 0(&0*'*-/(. 4 '-+ 9-.,#+> =' 9.(0#+( /#C# +#. -0,*)( 4 )*$(.(+( 9-.- 9(/#. '($.-. 1& C1#& .#+1',-/(>
1NHF?FH?P
4K:=? N:P
?-+ 9-.,#+ /#C#& -0,1-. 0(& '#-',-/ 4 0(& .#0,*,1/ 9-.- #)*,-. '(+ #&$-f(+>
1UKHD?DP
?- +('10*7& 8.#&,# -' 0(&8'*0,( /#C# +#. A1+,- 4 #:1*,-,*)->
*G=FH>H?DGMP
=+ '- 9#.+(&- -1,(.*;-/- 9(. '- '#4 9-.- :1# *&,#.)#&$- 0(5( 5#/*/(. #& 1& 0(&8'*0,( /# *&,#.#+#+2 9.(9(&*#&/( 1&- (90*7& -5*$-C'#> =+ '- :1# +# .#-'*;- )('1&,-.*-5#&,#2 -&,#+ /# 3-C#.+# *&*0*-/( #' 9.(0#+(>
0M: JMGF:L?>P
0MGF:L?>P
"# /- /#&,.( /#' 9.(0#+( 4 0(&+,- /# 01-,.( #,-9-+U '- -9#.,1.-2 */#&,*8*0-0*7& /#' 0(&8'*0,(2 $(0*-0*7& 4 0*#..#>
1RQM?SKDHFH?>P
"# /- 01-&/( #+,< #& 01.+( #' 9.(0#+( 4 '-+ 9-.,#+ -01/#& - #+,#