Relações perceptivas das técnicas de negociação como jogo de poker

Abstract

In the contemporary world, it is known that managers must constantly improve their negotiation skills and competencies to defend organizational interests. In this context, it is understood that the game of poker and its inherent negotiation strategies may have some interesting characteristics to be observed by administrators. Since 2010, poker has been officially recognized as an intellectual sport by the International Sports Association of the Mind, as it is a card game in which the individual uses skills and strategies to achieve success, as occurs in the daily lives of negotiators and business administrators. Therefore, this research aimed to analyze the associative perceptions between the game of poker and certain negotiation techniques. An exploratory research was carried out, with a qualitative approach. Nine professional poker players were interviewed, from different locations in Brazil and renowned on the national and international scene, they answered a semi-structured interview script, whose data were assimilated through lexical analysis, with the help of the Iramuteq software. Through the results obtained it was possible to demonstrate that there are relations between the techniques of negotiation and poker, where the preparation, planning, ability to adapt, management and the fundamental elements of the negotiation are highlighted: time, information and power. Thus, this research becomes a starting point to categorize the importance of studying poker in the field of administration and training of new managers.