Tecnicas De Negociación Resumen Capitulo 1
Páginas: 3 (719 palabras)
Publicado: 3 de octubre de 2012
La naturaleza de una negociación
Capítulo 1
Las negociaciones ocurren por dos razones.
1. Para crear algo nuevo que ninguna parte podría hacer por si misma
2. Para resolver un problemao disputa entre ambas partes.
Muchas veces las personas fallan en una negociación porque no reconocen que estan en una bargaining situation. Si las personas deciden escoger opciones en vez denegociar, pueden fallar en identificar una buena oportunidad y no llegar a su meta. Bargaining is like the competitive haggling over Price that happens during a yard sale or flea market, whereas negotiationis a more formal process that occurs when parties are trying to find a mutually aceptable solution to a complex conflict.
There are several characteristics common to all negotiation situations:1. There are two or more parties. Although people can negotiate with themselves, negotiation is an interpersonal or intergroup process.
2. There is a conflict of interest between two or moreparties-that is, what one wants is not necessarily what the other one wants- and the parties must search for a way to resolve the conflict.
3. The parties negotiate because they think they can usesome form of influence to get a better deal that way than by simply taking what the other side will voluntarily give them or let them have. Negotiation is largely a voluntary process. It is a strategypursed by choice.
4. The parties prefer to search for agreement rather than to fight openly, have one side capitulate, permanently break off contact, or take their dispute to a higher authority toresolve it. Negotiation occurs when there is no system for resolving the conflict or when the parties prefer to work outside of the system to create their own solution.
5. When we negotiate, weexpect five and take. We expect that both sides will modify or give in somewhat on their opening statements, requests or demands.
6. Successful negotiation involves the management of intangibles...
Capítulo 1
Las negociaciones ocurren por dos razones.
1. Para crear algo nuevo que ninguna parte podría hacer por si misma
2. Para resolver un problemao disputa entre ambas partes.
Muchas veces las personas fallan en una negociación porque no reconocen que estan en una bargaining situation. Si las personas deciden escoger opciones en vez denegociar, pueden fallar en identificar una buena oportunidad y no llegar a su meta. Bargaining is like the competitive haggling over Price that happens during a yard sale or flea market, whereas negotiationis a more formal process that occurs when parties are trying to find a mutually aceptable solution to a complex conflict.
There are several characteristics common to all negotiation situations:1. There are two or more parties. Although people can negotiate with themselves, negotiation is an interpersonal or intergroup process.
2. There is a conflict of interest between two or moreparties-that is, what one wants is not necessarily what the other one wants- and the parties must search for a way to resolve the conflict.
3. The parties negotiate because they think they can usesome form of influence to get a better deal that way than by simply taking what the other side will voluntarily give them or let them have. Negotiation is largely a voluntary process. It is a strategypursed by choice.
4. The parties prefer to search for agreement rather than to fight openly, have one side capitulate, permanently break off contact, or take their dispute to a higher authority toresolve it. Negotiation occurs when there is no system for resolving the conflict or when the parties prefer to work outside of the system to create their own solution.
5. When we negotiate, weexpect five and take. We expect that both sides will modify or give in somewhat on their opening statements, requests or demands.
6. Successful negotiation involves the management of intangibles...
Leer documento completo
Regístrate para leer el documento completo.