Procedimiento para medir la eficiencia técnica de los negociadores comerciales mediante el análisis envolvente de datos (AED).

Assessing the efficiency of commercial negotiators from the determination of the elements that characterize their profiles is a useful tool for elaborating actions plans that contribute to the improvement of the Cuban enterprises' negotiating activity. A procedure for determining technical efficiency of commercial negotiators in Cuban enterprises is presented in this paper, by the use of a nonparametric technique of data enveloping analysis (DEA). The use of this procedure in Cuban enterprises linked to foreign commerce activity allowed determining technical efficiency indexes of commercial negotiators from these entities as well as identifying elements that determine this efficiency. [ABSTRACT FROM AUTHOR]