Abstract

FLORES, Yoan Hernández et al. Strategies for the development of negotiation skills in executives and their reservations at the viajes Cubanacán agency. Universidad y Sociedad [online]. 2021, vol.13, n.2, pp. 87-99.  Epub Apr 02, 2021. ISSN 2218-3620.

The procedures for the development and evaluation of management skills are becoming increasingly important in the organizational sphere. Precisely, this research arose from the problem of the non-existence of strategic guidelines that regulate the change in the development of negotiation sub-skills in the practice of the managers of the travel agency “Viajes Cubanacan”. For this reason, it was proposed as an objective: to design a proposal of strategies for the improvement of skills related to the negotiation of the managers of the travel agency “Viajes Cubanacan”. Variety of methods, techniques and methodological tools were used, such as document review, interviews, surveys, scientific observation, the Delphi method, brainstorming, and others. The study identified the main gaps in the development of sub-skills related to negotiation, and a group of strategies and its action plans were proposed, in order to achieve greater training of the agency´s managers.

Keywords : Management skills; negotiation; strategies; travel agency “Viajes Cubanacan”.

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