{"id":113086,"date":"2019-01-11T15:05:10","date_gmt":"2019-01-11T19:05:10","guid":{"rendered":"https:\/\/reinickeostria.com\/?p=113086"},"modified":"2023-05-17T17:12:28","modified_gmt":"2023-05-17T21:12:28","slug":"el-modelo-hardvard-de-negociacion","status":"publish","type":"post","link":"https:\/\/reinickeostria.com\/en\/el-modelo-hardvard-de-negociacion\/","title":{"rendered":"The model Hardvard negotiation"},"content":{"rendered":"[et_pb_section fb_built=\u00bb1″ _builder_version=\u00bb4.17.4″ _module_preset=\u00bbdefault\u00bb custom_padding=\u00bb0px||||false|false\u00bb global_colors_info=\u00bb{}\u00bb theme_builder_area=\u00bbet_body_layout\u00bb][et_pb_row column_structure=\u00bb1_2,1_2″ _builder_version=\u00bb4.17.4″ _module_preset=\u00bbdefault\u00bb width=\u00bb100%\u00bb global_colors_info=\u00bb{}\u00bb theme_builder_area=\u00bbet_body_layout\u00bb][et_pb_column type=\u00bb1_2″ _builder_version=\u00bb4.17.4″ _module_preset=\u00bbdefault\u00bb global_colors_info=\u00bb{}\u00bb theme_builder_area=\u00bbet_body_layout\u00bb][et_pb_image src=\u00bbhttps:\/\/reinickeostria.com\/wp-content\/uploads\/2023\/05\/img-hardvard.png\u00bb title_text=\u00bbimg-hardvard\u00bb _builder_version=\u00bb4.21.0″ _module_preset=\u00bbdefault\u00bb hover_enabled=\u00bb0″ global_colors_info=\u00bb{}\u00bb theme_builder_area=\u00bbet_body_layout\u00bb sticky_enabled=\u00bb0″][\/et_pb_image][\/et_pb_column][et_pb_column type=\u00bb1_2″ _builder_version=\u00bb4.17.4″ _module_preset=\u00bbdefault\u00bb global_colors_info=\u00bb{}\u00bb theme_builder_area=\u00bbet_body_layout\u00bb][et_pb_text _builder_version=\u00bb4.21.0″ _module_preset=\u00bbdefault\u00bb hover_enabled=\u00bb0″ global_colors_info=\u00bb{}\u00bb theme_builder_area=\u00bbet_body_layout\u00bb header_4_font_size=\u00bb20px\u00bb sticky_enabled=\u00bb0″]

The effectiveness of the negotiation depends on the style adopted, but rather on the strategy deployed.<\/strong><\/em><\/h4>\n

When one is faced with a disagreement or conflict, you have several options: to flee, surrender, refusing to agree, observe the law, or seeking a negotiated solution. The confidence that each person puts in their ability to get what you want depends on the chosen strategy in the negotiation.<\/p>\n

For many years, the doctrine has been put into question the key question: what trading style is more effective: cooperation or competition? In reality, research and practice have shown that none of these two styles has the monopoly of the effectiveness.<\/p>\n

The effectiveness of the negotiation depends on the style adopted, but the strategy is implemented. The true effectiveness in negotiation comes from having the flexibility to adjust and adapt permanently to the context and to the interlocutor. You can use various methods, such as seduction, threats, exploit the ignorance of the other, or be friendly with the hope of reciprocity uncertain.<\/p>\n

Of all the techniques of existing bargaining, highlighting the negotiation-based principles, negotiation, integration, developed at Harvard University by professors Roger Fisher and William Ury in the 1980s. This technique is the method taught in law and business schools all over the world. This trading strategy is based on focusing on the interests of the parties involved and not in the positions that traders can take initially.<\/p>[\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=\u00bb4.21.0″ _module_preset=\u00bbdefault\u00bb width=\u00bb100%\u00bb global_colors_info=\u00bb{}\u00bb theme_builder_area=\u00bbet_body_layout\u00bb][et_pb_column type=\u00bb4_4″ _builder_version=\u00bb4.21.0″ _module_preset=\u00bbdefault\u00bb global_colors_info=\u00bb{}\u00bb theme_builder_area=\u00bbet_body_layout\u00bb][et_pb_text _builder_version=\u00bb4.21.0″ _module_preset=\u00bbdefault\u00bb custom_margin=\u00bb||||false|false\u00bb hover_enabled=\u00bb0″ global_colors_info=\u00bb{}\u00bb theme_builder_area=\u00bbet_body_layout\u00bb sticky_enabled=\u00bb0″]La negociaci\u00f3n basada en principios es un concepto desarrollado en el libro \u00abGetting to Yes\u00bb de Roger Fisher y William Ury. Esta visi\u00f3n de negociaci\u00f3n se centra en los intereses de las partes presentes en la negociaci\u00f3n y se centra en la gesti\u00f3n y resoluci\u00f3n de conflictos.\n\nDado que el prop\u00f3sito de la negociaci\u00f3n integradora es encontrar un acuerdo com\u00fan y satisfactorio, a veces encontramos que el concepto de \u00abnegociaci\u00f3n de ganar-ganar\u00bb (win-win negotiation) es sin\u00f3nimo de esta estrategia.\n\nEsta visi\u00f3n de negociaci\u00f3n representa una visi\u00f3n muy diferente de la estereotipada de negociaci\u00f3n dura (hard negotiation), en la que una de las partes pierde inevitablemente mientras que la otra gana. En una negociaci\u00f3n basada en una negociaci\u00f3n integradora, el acuerdo no puede mejorarse porque el valor se ha compartido durante la negociaci\u00f3n.[\/et_pb_text][et_pb_text _builder_version=\u00bb4.21.0″ _module_preset=\u00bbdefault\u00bb custom_margin=\u00bb||10px||false|false\u00bb hover_enabled=\u00bb0″ global_colors_info=\u00bb{}\u00bb theme_builder_area=\u00bbet_body_layout\u00bb sticky_enabled=\u00bb0″]

Foundations of negotiation integrative Method (Harvard)<\/h1>[\/et_pb_text][et_pb_text _builder_version=\u00bb4.21.0″ _module_preset=\u00bbdefault\u00bb custom_margin=\u00bb||||false|false\u00bb hover_enabled=\u00bb0″ global_colors_info=\u00bb{}\u00bb theme_builder_area=\u00bbet_body_layout\u00bb header_4_font_size=\u00bb20px\u00bb sticky_enabled=\u00bb0″]

If we develop this strategy in a more concrete way, we can determine that the same is based on these four pillars:<\/p>\n

Separate people from the problem subject to negotiation.<\/strong><\/em><\/h4>\n

The topics should be based more on the merits that they have the people involved in their emotions.<\/p>\n

Focus on the interests of the parties involved, not on positions.<\/strong><\/em><\/h4>\n

The interests that lead to a negotiation between different parties are, in the end, quite similar. Focusing on the interests, the parties may find that they are not as contradictory as you might think at first. Every discussion about interests must propose concrete details and specific. This allows the interest to be conceived as more real and believable.<\/p>\n

Generate options for mutual benefit.<\/strong><\/em><\/h4>\n

Sometimes, people can be too strict when there ideas. For example, they can judge negatively the ideas proposed in the phase of brainstorming when, in reality, we ought to let the creativity flow during the phase of the proposal and evaluate these ideas after the fact.<\/p>\n

Based on the agreement reached on objective criteria.<\/strong><\/em><\/h4>\n

For example, if two parties are involved in the purchase and sale of a home, you can apply objective criteria to the transaction, such as the comparable price in other sales in the area or the analysis of an independent expert in real estate.<\/p>[\/et_pb_text][et_pb_text _builder_version=\u00bb4.21.0″ _module_preset=\u00bbdefault\u00bb custom_margin=\u00bb||10px||false|false\u00bb hover_enabled=\u00bb0″ global_colors_info=\u00bb{}\u00bb theme_builder_area=\u00bbet_body_layout\u00bb sticky_enabled=\u00bb0″]

BATNA<\/h1>[\/et_pb_text][et_pb_text _builder_version=\u00bb4.21.0″ _module_preset=\u00bbdefault\u00bb custom_margin=\u00bb||||false|false\u00bb hover_enabled=\u00bb0″ global_colors_info=\u00bb{}\u00bb theme_builder_area=\u00bbet_body_layout\u00bb sticky_enabled=\u00bb0″]Roger Fisher y William Ury tambi\u00e9n han desarrollado el concepto de BATNA \u2013 Best Alternative to a Negotiated Agreement (Mejor alternativa a un acuerdo negociado). Este concepto se refiere a la mejor alternativa que podemos tener al enfrentar un acuerdo negociado. Es importante tener en cuenta que la alternativa no es solo una opci\u00f3n m\u00e1s, sino una forma de satisfacer nuestros intereses en caso de que no podamos hacerlo en el campo de la negociaci\u00f3n.\n\nHoy en d\u00eda, esta es la estrategia de negociaci\u00f3n m\u00e1s respetada y utilizada por expertos, acad\u00e9micos y profesionales en el mundo de la negociaci\u00f3n.[\/et_pb_text][\/et_pb_column][\/et_pb_row][\/et_pb_section]","protected":false},"excerpt":{"rendered":"

La efectividad en la negociaci\u00f3n no depende del estilo adoptado, sino m\u00e1s bien en la estrategia desplegada. Cuando uno se enfrenta a un desacuerdo o conflicto, se presentan varias opciones: huir, rendirse, negarse a estar de acuerdo, observar la ley, o buscar una soluci\u00f3n negociada. La confianza que cada persona pone en su capacidad para […]<\/p>","protected":false},"author":2,"featured_media":113088,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"on","_et_pb_old_content":"","_et_gb_content_width":"","footnotes":""},"categories":[11],"tags":[],"class_list":["post-113086","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-noticias"],"_links":{"self":[{"href":"https:\/\/reinickeostria.com\/en\/wp-json\/wp\/v2\/posts\/113086","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/reinickeostria.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/reinickeostria.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/reinickeostria.com\/en\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/reinickeostria.com\/en\/wp-json\/wp\/v2\/comments?post=113086"}],"version-history":[{"count":5,"href":"https:\/\/reinickeostria.com\/en\/wp-json\/wp\/v2\/posts\/113086\/revisions"}],"predecessor-version":[{"id":113169,"href":"https:\/\/reinickeostria.com\/en\/wp-json\/wp\/v2\/posts\/113086\/revisions\/113169"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/reinickeostria.com\/en\/wp-json\/wp\/v2\/media\/113088"}],"wp:attachment":[{"href":"https:\/\/reinickeostria.com\/en\/wp-json\/wp\/v2\/media?parent=113086"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/reinickeostria.com\/en\/wp-json\/wp\/v2\/categories?post=113086"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/reinickeostria.com\/en\/wp-json\/wp\/v2\/tags?post=113086"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}