Atuação do secretário executivo no processo de negociação: uma perspectiva dos profissionais que atuam na área da saúde suplementar

Abstract

The labour market in the health segment is increasingly demanding when the role of professional Executive Secretariat in that disrespects the operations in your organization's decision-making processes. This study aims to analyze the role of the Executive Secretary, who works in the area of health, in the negotiation process. To this end, a literature review was carried out basing itself on authors that discuss general aspects in their works the negotiation process, its stages and principles; the role of the Executive Secretary in this process in the current context and the Secretary as a member of the trading facilitator. As a result, developed a descriptive research and a field study with instrument data collection the questionnaire. The universe was composed of professionals working in the health segment of the northeastern region of the country in small, medium and large. 25 Executive Secretaries participated in the research. After data analysis, inferred that the sample investigated recognizes the importance of decision making for the negotiation, collaborating to this process in the area of health supplements so that your knowledge of the company's strategies and your relationship with suppliers, customers, employees and partners to facilitate the development of a more secure and trading with gains to the parties involved. To do so, use communication skills to ensure clear and objective dialogue during the process. It was also the confidence that executives have in your work providing the important achievement in that follow-up negotiations. The participants have a wide dominion over the process and know exactly where and when to act to contribute to the negotiation.