Study of causal relationships present in negotiators performance.

In the current scenario of the globalized world, negotiation is a habitual activity in which companies strengthen or not their competitive position. Although in these negotiation processes having information and being in a good position with respect to the other party is important, it is also fundamental to analyze the behavior of those human resources that in the end determine to a large extent the outcome of the same. In this paper we present a causality analysis that identifies a group of elements that influence the performance of negotiators. The novelty of the proposal is that, this analysis is done through the study of the Theory of Forgotten Effects, which allows analyzing which are the variables that have the greatest impact on the performance of negotiators and the theory of subsets blurred The investigation is structured in three epigraphs. In the first, some theoretical references related to negotiation are presented. In the second, the Forgotten Effects Theory is presented for a third and final epigraph to apply this theory to the analysis of the negotiators' performance, through a case study. The fundamental contribution of the proposal lies in the extrapolation of the theory of forgotten effects to the field of negotiation. [ABSTRACT FROM AUTHOR]