Abstract

HERNANDEZ FLORES, Yoan et al. Strategies for the development of negotiation skills in executives and their substitutes at the Viajes Cubanacán travel agency. Universidad y Sociedad [online]. 2021, vol.13, n.1, pp. 64-76.  Epub Feb 02, 2021. ISSN 2218-3620.

The procedures for the development and evaluation of managerial skills are becoming increasingly relevant in the organizational environment. In fact, this research arose from the nonexistence of strategic guidelines that regulate the change in the development of negotiation sub-skills in everyday work practices of the executives of Viajes Cubanacán travel agency. Thus, the aim of this research was to set forth strategies for the development of negotiation skills in managers of Viajes Cubanacán travel agency. Several methods, techniques and methodological tools were used, such as documentary review, interviews, surveys, scientific observation, Delphi method, brainstorming, among others. The study identified the main existing gaps in the development of sub-skills related to negotiation, and multiple strategies with corresponding action plans were put forth, all aimed at achieving a superior training of the agency's managing board.

Keywords : Managerial skills; strategies; negotiation; management skills; Viajes Cubanacan travel agency.

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