Resumo

LUNA ALVAREZ, Walter Fernando. Negotiation competition in foreign trade undergraduate students. Conrado [online]. 2021, vol.17, n.79, pp. 318-322.  Epub 02-Abr-2021. ISSN 1990-8644.

Almost all business interactions require some level of negotiation; therefore, competent negotiators are seen as valuable assets that can improve financial performance, customer relationships, and employee satisfaction. The objective of this document is to describe the negotiation competence in the students of the bachelor's degree in foreign trade and manifestation through the performance of the apprentices after receiving training. The results of the study indicate a significant association between the time that students spend in negotiation training programs and their performance. The level of training should be controlled when conducting experiments during trading courses. Future research should focus on the effects of the personality traits of both trainees and trainers on the effectiveness of negotiation training. The findings highlight the importance of investing in increasing the level of negotiation training and spending more to make it a routine practice for top executives. After all, skilled negotiators are important assets that must be maintained. They make big deals that add to the financial performance of the business. Higher levels of negotiation training bring more value to companies.

Palavras-chave : Negotiation; negotiation competence; foreign trade degree; training.

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