Estrategias administrativas de negociación exitosa durante la aplicación de la ley 550 de 1999 en pequeñas empresas comercializadoras de Medellín. Casos: DIQUIM C & V LTDA., MASAL LTDA. y Supermercado Mercoop S.A

Abstract

This research work aims to identify management strategies employed by C & V DIQUIM LTDA., MASAL LTDA. and SUPERMERCADO MERCOOP S.A. in their negotiation processes to benefit from the Ley 550 of 1999, and what they meant, success in such processes, thus helping to characterize their approach administrative position taken by the owners / managers, identify and describe the strategies employed conditions under which the negotiations were given. According to the characteristics conferred by Ley 550 of 1999, giving their eight months to negotiate, enter into more administrative and legal adjustment at the time of negotiation, knowing the characteristics and the implications that this entails for its implementation. The working methodology was exploratory. Conducting personal interviews with managers, accountants and tax inspector or the promoters of each of the three companies, decided to group into four categories as expressed by them, 1. Strategies, 2. Profiles / negotiators, 3. Environment / condition / situation of the company, and by 4. Process (Conflict- Negotiation-Accountants-Public Relations). The negotiation process focuses on public relations subject to each situation, but with the idea of not using financial approaches to negotiate, knowing in advance the characteristics they should have the promoters, who know the law and know the consequences, hoping that lawyers were not as close the mind in the process, and know by heart the respective restrictions of negotiation, fail to identify the release mechanisms to reach an agreement that benefits both parties, since the approach Fisher, "win-win." The bargaining power is focused on the ability to adapt to situations and characteristics of companies, suppliers and creditors.