<?xml version="1.0" encoding="ISO-8859-1"?><article xmlns:mml="http://www.w3.org/1998/Math/MathML" xmlns:xlink="http://www.w3.org/1999/xlink" xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance">
<front>
<journal-meta>
<journal-id>1990-8644</journal-id>
<journal-title><![CDATA[Conrado]]></journal-title>
<abbrev-journal-title><![CDATA[Conrado]]></abbrev-journal-title>
<issn>1990-8644</issn>
<publisher>
<publisher-name><![CDATA[Editorial Universo Sur]]></publisher-name>
</publisher>
</journal-meta>
<article-meta>
<article-id>S1990-86442021000200318</article-id>
<title-group>
<article-title xml:lang="es"><![CDATA[La competencia de negociación en los estudiantes de la carrera de licenciatura en comercio exterior]]></article-title>
<article-title xml:lang="en"><![CDATA[Negotiation competition in foreign trade undergraduate students]]></article-title>
</title-group>
<contrib-group>
<contrib contrib-type="author">
<name>
<surname><![CDATA[Luna Álvarez]]></surname>
<given-names><![CDATA[Walter Fernando]]></given-names>
</name>
<xref ref-type="aff" rid="Aff"/>
</contrib>
</contrib-group>
<aff id="Af1">
<institution><![CDATA[,Universidad Metropolitana  ]]></institution>
<addr-line><![CDATA[ ]]></addr-line>
<country>Ecuador</country>
</aff>
<pub-date pub-type="pub">
<day>00</day>
<month>04</month>
<year>2021</year>
</pub-date>
<pub-date pub-type="epub">
<day>00</day>
<month>04</month>
<year>2021</year>
</pub-date>
<volume>17</volume>
<numero>79</numero>
<fpage>318</fpage>
<lpage>322</lpage>
<copyright-statement/>
<copyright-year/>
<self-uri xlink:href="http://scielo.sld.cu/scielo.php?script=sci_arttext&amp;pid=S1990-86442021000200318&amp;lng=en&amp;nrm=iso"></self-uri><self-uri xlink:href="http://scielo.sld.cu/scielo.php?script=sci_abstract&amp;pid=S1990-86442021000200318&amp;lng=en&amp;nrm=iso"></self-uri><self-uri xlink:href="http://scielo.sld.cu/scielo.php?script=sci_pdf&amp;pid=S1990-86442021000200318&amp;lng=en&amp;nrm=iso"></self-uri><abstract abstract-type="short" xml:lang="es"><p><![CDATA[RESUMEN Casi todas las interacciones comerciales requieren cierto nivel de negociación; por lo tanto, los negociadores competentes se consideran activos valiosos que pueden mejorar el desempeño financiero, las relaciones con los clientes y la satisfacción de los empleados. El objetivo de este documento es describir la competencia de negociación en los estudiantes de la carrera de licenciatura en comercio exterior y manifestación a través del desempeño de los aprendices después de recibir formación. Los resultados del estudio indican una asociación significativa entre el tiempo que los alumnos dedican a los programas de capacitación en negociación y su desempeño. Se debe controlar el nivel de formación al realizar experimentos durante los cursos de negociación. La investigación futura debe centrarse en los efectos de los rasgos de personalidad tanto de los alumnos como de los formadores sobre la eficacia del entrenamiento en negociación. Los hallazgos resaltan la importancia de invertir en aumentar el nivel de formación en negociación y gastar más para convertirla en una práctica rutinaria para los altos ejecutivos. Después de todo, los negociadores hábiles son activos importantes que deben mantenerse. Hacen acuerdos importantes que se suman al rendimiento financiero de la empresa. Los niveles más altos de formación en negociación brindan más valores a las empresas.]]></p></abstract>
<abstract abstract-type="short" xml:lang="en"><p><![CDATA[ABSTRACT 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.]]></p></abstract>
<kwd-group>
<kwd lng="es"><![CDATA[Negociación]]></kwd>
<kwd lng="es"><![CDATA[competencia de negociación]]></kwd>
<kwd lng="es"><![CDATA[licenciatura en comercio exterior]]></kwd>
<kwd lng="es"><![CDATA[formación]]></kwd>
<kwd lng="en"><![CDATA[Negotiation]]></kwd>
<kwd lng="en"><![CDATA[negotiation competence]]></kwd>
<kwd lng="en"><![CDATA[foreign trade degree]]></kwd>
<kwd lng="en"><![CDATA[training]]></kwd>
</kwd-group>
</article-meta>
</front><back>
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