<?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>1405-7743</journal-id>
<journal-title><![CDATA[Ingeniería, investigación y tecnología]]></journal-title>
<abbrev-journal-title><![CDATA[Ing. invest. y tecnol.]]></abbrev-journal-title>
<issn>1405-7743</issn>
<publisher>
<publisher-name><![CDATA[Universidad Nacional Autónoma de México, Facultad de Ingeniería]]></publisher-name>
</publisher>
</journal-meta>
<article-meta>
<article-id>S1405-77432005000400265</article-id>
<title-group>
<article-title xml:lang="es"><![CDATA[La negociación en proyectos de ingeniería, desarrollo tecnológico e investigación aplicada]]></article-title>
</title-group>
<contrib-group>
<contrib contrib-type="author">
<name>
<surname><![CDATA[Vega-González]]></surname>
<given-names><![CDATA[L.R.]]></given-names>
</name>
<xref ref-type="aff" rid="Aff"/>
</contrib>
</contrib-group>
<aff id="Af1">
<institution><![CDATA[,UNAM Centro de Ciencias Aplicadas y Desarrollo Tecnológico Coordinación de Vinculación, Laboratorio de Cibernética Aplicada y Sistemas]]></institution>
<addr-line><![CDATA[ ]]></addr-line>
<country>Mexico</country>
</aff>
<pub-date pub-type="pub">
<day>00</day>
<month>12</month>
<year>2005</year>
</pub-date>
<pub-date pub-type="epub">
<day>00</day>
<month>12</month>
<year>2005</year>
</pub-date>
<volume>6</volume>
<numero>4</numero>
<fpage>265</fpage>
<lpage>279</lpage>
<copyright-statement/>
<copyright-year/>
<self-uri xlink:href="http://www.scielo.org.mx/scielo.php?script=sci_arttext&amp;pid=S1405-77432005000400265&amp;lng=en&amp;nrm=iso"></self-uri><self-uri xlink:href="http://www.scielo.org.mx/scielo.php?script=sci_abstract&amp;pid=S1405-77432005000400265&amp;lng=en&amp;nrm=iso"></self-uri><self-uri xlink:href="http://www.scielo.org.mx/scielo.php?script=sci_pdf&amp;pid=S1405-77432005000400265&amp;lng=en&amp;nrm=iso"></self-uri><abstract abstract-type="short" xml:lang="es"><p><![CDATA[Resumen La transferencia al sector productivo de las tecnologías desarrolladas por las facultades, los institutos y centros de investigación y desarrollo de las universidades, requiere de un conocimiento mínimo de los fundamentos y técnicas de negociación. En este trabajo se pretende revisar de manera muy general, cómo se manifiesta entre las organizaciones y sus integrantes el proceso de negociación para el intercambio de productos tecnológicos. Los aspectos más importantes a tomar en cuenta son el grado de integración del paquete tecnológico y el ciclo de vida del producto tecnológico. Se discute el diagrama básico y los tipos de negociación más importantes, algunas estrategias y técnicas utilizadas en el proceso, los catorce puntos de oro de la negociación y se presentan algunos casos de negociación de proyectos de desarrollo tecnológico a manera de ejemplo.]]></p></abstract>
<abstract abstract-type="short" xml:lang="en"><p><![CDATA[Abstract The transference of the technologies developed by the faculties, institutes and research and development of the universities centers into the productive sector requires a minimal knowledge of the basis and techniques of negotiation. The intention of this work is to overall appraise how the negotiation process for the exchange of technological products is manifested among the organizations and their elements. The most important elements to consider are the integration degree of the technological package and the life cycle of the technological product. The basic diagram and the principal negotiation kinds are discussed as well as the four teen golden tips of negotiation. Finally, as an illustration, some negotiation cases of technological development projects are presented.]]></p></abstract>
<kwd-group>
<kwd lng="es"><![CDATA[Negociación]]></kwd>
<kwd lng="es"><![CDATA[ingeniería]]></kwd>
<kwd lng="es"><![CDATA[desarrollo tecnológico]]></kwd>
<kwd lng="es"><![CDATA[proyectos]]></kwd>
<kwd lng="en"><![CDATA[Negotiation]]></kwd>
<kwd lng="en"><![CDATA[engineering]]></kwd>
<kwd lng="en"><![CDATA[technological development]]></kwd>
<kwd lng="en"><![CDATA[projects]]></kwd>
</kwd-group>
</article-meta>
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